Searching for that “really cool, unique item” that pushes the sale to close? How about understanding the customer’s need and then demonstrating how your product/solution solves that problem.
When monitoring your effectiveness, make sure you track the right metrics.
Retaining vs. detaining. One little letter can mean a lot.
It’s important to make any win loss analysis program as instructive as possible without finger pointing. In order to get sales people engaged, you have to remove the inherit defensiveness they feel when someone evaluates their interactions with clients and prospects.
Again, remember that knowing the tools isn’t the end goal. Utilizing them at the right time is what drives more wins.
Weeding out “no-decisions” from your pipeline as soon as you can will help your productivity. John Holland of CustomerCentric Selling explains how in this blog post.
Two theories of sales: “top down”, which means you immediately reach for the highest level of employee you can and work your way down to the proper decision maker, or bottom-up: starting with a low-level employee, working your way up to the decision-maker. Either way, maybe you should make sure you hit the ballpark on your first attempt.
Trying to gather feedback without audio recording makes for some very awkward phone conversations.