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An award-winning weekly sales blog with tips and tricks for selling professionals.

 

    
Feb 15, 2017 5:15:00 AM by Deb Calvert Leave a Comment

Stop Selling & Start Leading® to Create Value & Differentiate Yourself

Icky stereotypical sales behaviors make buyers run for cover. Forrester research reports that only 19% of executives feel their time spent with sellers is valuable. And with good cause. Too few sellers know what it takes to create value.

In fact, many sellers we've interviewed recently reject the notion that they have the power, authority, time or responsibility to singlehandedly create something substantial enough to be valued by their prospects. Wrong!

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Tagged With: stop selling & start leading, differentiation, seller differentiation, value creation, B2B buyer research

Feb 8, 2017 10:18:51 AM by Deb Calvert Leave a Comment

Buyers Want Less Diagnostic and More Dialogic Needs Assessment

We need to talk about needs assessment. Before we can talk about the all-new, buyer-driven, field-tested and proven-to-advance-the-sale dialogic needs assessment, we have to start with a few basics.  


Quality needs assessment (needs analysis, discovery, customer probe... whatever you call it in your sales process) is sorely lacking in most sales organizations.

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Tagged With: needs assessment questions, stop selling & start leading, needs assessment, needs-based selling, B2B buyer research, buyer experience, needs analysis

Feb 1, 2017 6:15:00 AM by Deb Calvert Leave a Comment

Work With (Not For) Buyers for the Ultimate B2B Customer Experience

It may be the biggest misunderstanding in all of sales. It wastes more effort and time than any other selling activity. And it ruins the B2B customer experience, causing sales to be lost and sellers left wondering "what happened?"

Sadly, this happens because of sellers' good intentions. It happens because sellers want to help and to make things easy for their buyers. It happens as a result of sellers working for -- instead of working with -- their buyers.

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Tagged With: stop selling & start leading, sales leadership, B2B buyer research, buyer experience

Jan 25, 2017 6:15:00 AM by Deb Calvert Leave a Comment

What Buyer Research Indicates You Can Do to Open and Close More Sales

You've got selling skills. You've got the right stack of selling tools. You've got a great product, brand and go-to-market strategy. So what's missing? Why aren't buyers buying? We asked 530 B2B buyers what they wanted from sellers. Our buyer research pinpointed the behaviors your buyers want to see from you. This research, a Qualtrics panel study done in partnership with Santa Clara University, started with a simple hypothesis.

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Tagged With: stop selling & start leading, sales leadership, B2B buyer research, buyer experience

Jan 18, 2017 6:15:00 AM by Deb Calvert Leave a Comment

The Buyer Experience Determines Your Long-Term Success

It's a metric that merits more attention. What do your customers and prospects think about their interactions with you and your company? Is the buyer experience one they'd recommend and eagerly repeat?

Unfortunately, in chasing metrics that are focused on sales activities and results, we're neglecting to measure what matters most. Long term success depends on how buyers feel about working with you. To build for the future, you need to lay a strong foundation with buyers.

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Tagged With: stop selling & start leading, B2B buyer research, buyer experience

Jan 11, 2017 6:15:00 AM by Deb Calvert Leave a Comment

How to Advance the Sale and Enhance the B2B Sales Experience

The B2B sales experience is disappointing to 81% of executive buyers.Only 19% of executives rate their time spent with sellers as "high value," according to research from Forrester. That's alarming.

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Tagged With: stop selling & start leading, advance the sale, connect2sell

Jan 4, 2017 6:14:00 AM by Deb Calvert Leave a Comment

You'll Advance the Sale Faster When You Stop Selling & Start Leading®

"I don't want to advance the sale quickly. I'd like to slow down the sales process and move from opening to closing more slowly," said no seller ever.

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Dec 28, 2016 6:00:14 AM by PFPS Leave a Comment

Empathetic Listening Means You'll Hear Feelings, Too!

In addition to the information shared in a direct response, sellers are also advised to listen for feeling. Empathetic listening is a sure-fire way to connect with buyers and build trust.

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Tagged With: active listening, advancing the sale, buyer alignment, CONNECT2SELL Blog, DISCOVER Questions™, needs assessment

Dec 21, 2016 6:00:23 AM by PFPS Leave a Comment

How to Hone Your Active Listening Skills

Developing active listening skills is as easy as (and as difficult as) developing a new habit. A seller has to commit to changing what he or she is doing while listening.

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Tagged With: active listening, asking questions, CONNECT2SELL Blog, DISCOVER Questions™, needs assessment

Dec 14, 2016 6:00:48 AM by PFPS Leave a Comment

17 Habits of Active Listeners You Can Adopt Today

Active listeners have an advantage. How did the rest of us miss out?

In school and in most sales training courses, we are not taught how to ask questions or how to listen. These are critical skills distinguishing a top seller from an average one. Empowered buyers are demanding to be heard and to be challenged with new ideas and to have unique value created for them by sellers. None of this is possible without solid questioning skills and sharp listening skills.

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Tagged With: active listening, asking quesitons, CONNECT2SELL Blog

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Buyers are demanding more than ever from sellers. But what? Replace stereotypical selling behaviors with leadership behaviors and join the movement: Stop Selling and Start Leading™! Learn more here today