sales growth Archives - Vertical Sales https://verticalsales.co.uk Equipping your sales operation to compete in today’s reality Tue, 04 Jan 2022 11:41:46 +0000 en-US hourly 1 https://wordpress.org/?v=6.0.2 https://verticalsales.co.uk/wp-content/uploads/2021/10/cropped-Vertical-V-avatar-32x32.png sales growth Archives - Vertical Sales https://verticalsales.co.uk 32 32 Shaping Demand https://verticalsales.co.uk/2013/05/16/shaping-demand/ Thu, 16 May 2013 10:18:38 +0000 http://www.verticalsales.co.uk/news/?p=342 How to get ahead of the competition and increase your win rates Webinar on Demand Shaping – Wednesday May 22nd at 9am (10am CET) Many professionals are engaged not just for what they do, but for the value they add to the client’s thinking. Indeed, if you are not appreciated for your ability to shape […]

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]]> How to get ahead of the competition and increase your win rates

Webinar on Demand Shaping – Wednesday May 22nd at 9am (10am CET)

Many professionals are engaged not just for what they do, but for the value they add to the client’s thinking. Indeed, if you are not appreciated for your ability to shape requirements, you will soon be treated as a “commodity supplier”: a servant who is there at the client’s beck-and-call, constantly asked to do more for less reward.

John Niland has invited me to join him on this Webinar and share my insights on how sales is changing in the digital age and what you need to do to get ahead of the competition if you want to accelerate your sales cycles and increase your win rates. John Niland, who focuses on creating opportunity via better business conversations with customers and colleagues will be describing the art of challenging the client’s thinking.

Using practical examples from real-life experience, you will learn:

* The NUMBER ONE FACT when it comes to selling in the digital age that most of us are completely unaware of.
* Why synchronising the way you sell with your customer’s buying process is so important – and how it can give you the head start you need in today’s highly competitive market.
* How to engage with your customers – early – before they’ve even entered the buying process.
* The importance of providing value – first – to help establish the buying vision and win your customer’s trust.
* How (and when) to challenge the client – and why it is particularly important when dealing with hesitant buyers.

We’ll be hosting a live Q & A session at the end of the call when you can personally ask us any questions about challenging thinking and shaping demand and we’ll give you a tailored answer for your specific business/challenge.

If you want to increase your win rates – fast – without reducing your prices – then join us for this Webinar.

You can get all the details and register via:
https://attendee.gotowebinar.com/register/8665350444402367488

See you on the call.

P.S. Due to bandwidth we can only get 100 people on the call so be sure to register your place now and dial in early to avoid missing out.

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]]> 4 Steps to Sales Transformation https://verticalsales.co.uk/2012/07/05/230/ https://verticalsales.co.uk/2012/07/05/230/#respond Thu, 05 Jul 2012 08:45:41 +0000 http://www.verticalsales.co.uk/news/?p=230 Getting people to do things differently We’ve been talking about a number of ways to take your sales transformation from paper to reality. Surely the hardest part is actually changing peoples’ behaviour – No behavioural change – no improvement in performance. Increase your chances of successfully implementing your transformation strategy and realising a measurable improvement […]

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]]> Getting people to do things differently

We’ve been talking about a number of ways to take your sales transformation from paper to reality. Surely the hardest part is actually changing peoples’ behaviour – No behavioural change – no improvement in performance.

Increase your chances of successfully implementing your transformation strategy and realising a measurable improvement in performance by following these 4 fundamental steps:

  1. Gain buy in using the power of your team:

Rather than making implementation a job for the Directors set up a ‘Think Tank’ involving a cross section of your business to gather ideas and test your thinking. Then nominate your top performers as ‘Sales Champions’ to lead the change.

  1. Build capability by focusing on the positives:

Start with looking at what people do well using a strengths-based assessment. Aim to get real benefits from your performance assessment by making it part of the normal working routine where you can see it for real and at the same time identify the barriers to their success to clear the way for them to succeed.

  1. Embed the learning working with real examples:

To get results beyond the classroom make the training relevant to what your sales people actually encounter in their job using sales simulations that are based on real opportunities. Embed the learning back in the workplace using 121 sales coaching to combine training, job practice and feedback.

  1. Realise the benefits by keeping the momentum going:

Benefits are rarely realised in the short term and are more often the result of the continuous application of the core elements of your transformation strategy. So use your Sales Managers to keep it dynamic with daily, ad hoc interventions and get them to implement the 121 coaching to embed the learning.

If you’d like to discuss how to put this plan into action in your business please contact Cathy on 0118 952 6993 or email cathy.bennett@verticalsales.co.uk

Vertical Sales is a professional sales consultancy working with their clients across all B2B sectors to bring about sales revenue growth

 

 

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