Blog

Blog

3 Behaviors That Wreck Your Sales Training Initiatives

Posted by Bill Hart on Jun 13, 2018 4:56:31 PM

Many sales managers have become frustrated with sales training programs and have largely given up on pursuing training for their reps.  They have paid thousands of dollars for training in the past and received little or no return on that investment.

Unfortunately, instead of trying to find the root causes behind why the training didn’t work, they sometimes default to assuming the trainer they hired didn’t do a good job.  They may even conclude that sales trainers are all hype.  Or they may decide that their people just don’t have what it takes to be really stellar sales reps.

The reality is that most sales managers in this situation are unaware of the ways in which their own decisions and actions set them up for failure from the beginning. 

Read More

Topics: sales training, employee engagement, motivation, productivity

Why You Can't "Manage" Sales - And What You Should Do Instead

Posted by Bill Hart on May 30, 2018 7:26:01 PM

Many organizations unwittingly suffer from a bad habit that greatly diminishes sales performance:  sales managers who spend too much of their time trying to manage a sales rep's outcomes.  You may ask, "Well, isn't that a sales manager's job?"

Read More

Topics: sales training, employee engagement, motivation, productivity

Frustrated with CRM Utilization and Forecast Inaccuracy?

Posted by Bill Hart on May 16, 2018 5:31:37 PM

As a business owner or VP of Sales, have you been frustrated with your CRM utilization or forecast accuracy?  You are not alone.  Let's talk about one reason you may not be getting the results you wanted.

Read More

Topics: sales training, engagement, CRM, forecasting

Being the Good Stuff in the Middle in Problem-Solving

Posted by Bill Hart on Apr 25, 2018 6:33:19 PM

Problems are a normal part of doing business. If you do not have any problems with customers now, you will in the future. Someone in their organization, or yours, will eventually create one.  How your people handle it when the time comes can make or break your relationship with them. 

Read More

The Good Stuff In The Middle

Posted by Bill Hart on Apr 11, 2018 11:22:09 PM

OreosAt sales meetings, I like to hand out Double Stuff Oreos and watch people enjoy them. At least half the group wants to know where the milk is!  I enjoy seeing how people eat them.  Some eat them whole, and others pull them apart and eat the cream first.  After they have enjoyed their cookies, I ask, “What makes an Oreo an Oreo?”  

Read More

Dealing With Challenging Buyers: The Antagonist and the Power Broker

Posted by Bill Hart on Feb 14, 2018 11:27:12 PM

Buyers.jpg

In this post, we discussed how to identify the different types of buyers in a complex sale, and how to use the questions they ask to pinpoint what their buying concerns are.  Understanding each type of buyer’s decision criteria is key to winning the business.  

This can be challenging, even if everyone involved is a relatively easy-going person.  But sometimes, there are personality factors that can make this process a bit more complicated.  That’s what happens when one of your buyers is a power broker or an antagonist

Read More

Topics: sales process, Sales, sales strategy

Success Stories: What Happens When People Go Whole Brain

Posted by Bill Hart on Jan 24, 2018 11:14:07 AM

In my last post, I discussed the communication problems that arise when a person who thinks one way speaks to a listener who thinks in a completely different way.  The person doing the talking is presenting the kind of information that is important to him, but he doesn’t get his message across because what’s important to his listener is something entirely different.

I also talked about how incorporating Whole Brain® Thinking into your sales process helps you identify how your prospects think so you can present the information your prospects need to hear to say, “I’ll buy!”  Now, I’d like to share some examples of how people and companies I know have used this information to increase sales, repair dysfunctional teams, and improve (or even save) personal relationships.

Read More

Topics: sales process, whole brain thinking, Sales

Connecting With Customers Who Are Hard To Connect With

Posted by Bill Hart on Jan 17, 2018 8:42:49 PM

broken connection.jpg

Have you ever been discussing an idea or explaining something to someone, and – no matter how eloquent you were – had the feeling that you weren’t being understood? 

Read More

Topics: sales process, whole brain thinking, Sales

Dealing With Different Buyers in a Complex Sale

Posted by Bill Hart on Dec 14, 2017 4:56:50 AM

Complex sales where there are numerous decision-makers can be difficult to navigate.  Closing such a deal requires an understanding of the different types of buyers, what their concerns are, and what influences their desires.  It also requires the ability to anticipate, identify, and address the factors each individual cares about.

There are three players in a complex sale: influencer/user, technical, and financial buyer.  In smaller companies, one person can serve in all three roles, but with larger organizations, there are typically two or three people fulfilling them.  

Read More

Topics: sales process, Sales, sales strategy

How to Deal With a Deal-Killer: RISK

Posted by Bill Hart on Nov 15, 2017 7:06:44 PM

After you’ve completed your sales presentation or product demo, the buyer enters the evaluation phase of the buying process, and a scary monster frequently rears its ugly head: risk.  Risk can kill a deal, and its threat can increase as your prospect evaluates your offering.

What is the opportunity cost of going with this solution or vendor?
What will happen if I commit and spend this money?
Will I truly get the value I need?
What if I’m missing something?

Read More

Topics: sales process, Sales, sales strategy