Depending on the selling approach you’re using, you are closing between .6% – 7% , regardless of size of solution or industry.
These numbers are far lower than they need to be: so long as your primary focus is on making a sale and you focus on needs assessment and solution choice (factors which are the buyer’s final considerations), and ignore the [...]

What criteria do you use to compensate your sales…

There are almost as many definitions of Relationship Manager as there are for ‘social media‘ or ‘sales enablement.’  The term used might be ’customer relationship manager’ or ‘business relationship manager’. Some RMs work with deals, some generate income. Some bring in new customers, some cross sell to existing clients. Some manage ‘new client onboarding’ whatever that means. And [...]

This is a copy of an email I got from a prospect considering whether or not to attend my public Buying Facilitation™ training. I’ve included my response so you can see how I use the decision facilitation model to help the buyer buy. This is unedited: I just omitted his name.
Hi Sharon Drew,
I’ve got [...]

What’s the difference between managing a sales team, and closing a prospect? No, it’s not a trick question. I believe they are similar.
When we assume that we perceive a buyer’s problem (from our unique – biased – vantage point, of course), and believe we have the solution, we move forward attempting to influence them around choosing to [...]

I once was told that there are three things a sales person needs to know: when will a prospect buy, who are the decision makers, and how much money will they give me.
I wonder how true this is now. Or if these are the most appropriate benchmark needs of a seller. Let’s go through each [...]