Accurate sales forecasting continues to be a moving target for most sales organizations. In the last few years, web-based research has impacted the buying process and the buyer’s proactive ability to identify their own problems and solutions much earlier in the cycle. As a consequence, traditional sales forecasting models have been severely disrupted resulting in an epidemic of unmet sales forecasts. Currently sales organizations are spending an inordinate amount of time, creating...
It’s no secret that sales reps often act as “double agents” in order to keep the peace between their company and client.
Sales reps traditionally value their relationship with the client and are often annoyed that they have to “push” a client or potential client for the business and often try and avoid any potentially negative interaction.
At the same time sales reps realize their company provides them a paycheck and subsequent commission to close business and know they have to make those painful calls to clients to ask for the business. A frustrating dynamic for everyone.
At 4Growth our evidence-based sales effectiveness model reveals this dynamic to be based on a fundamentally flawed framework. Sales effectiveness means bringing insights, tying those insights to what you know of your prospects business and helping your prospects, possibly even provoking your prospects, into a new view of their problems. When the sales model and organization is correctly structured sales reps are empowered to bring new ideas and to be disruptive. It’s our job!
Having this sales effectiveness approach embedded in your sales organization brings a new focus to seeing more clearly into phrases often heard by sales people.
According to our research, there are five common objections that B2B Sales Executives typically hear from their sales team during a sales pipeline...