I created this self-assessment survey for one our clients, VICO Software last week to understand what skills and techniques they are actually using from our Consultative Selling training and performance support program. This survey was conducted prior to our group coaching session entitled "Getting out of your comfort-zone". I was surprised that a lot of the most useful techniques were not being widely used on a daily basis...hence the coaching session title.
Recent posts by Mark Gibson
2 min read
The Nature of Technology - Admarco Book Review
W. Brian Arthur's The Nature of Technology is an important book for technologists, entrepreneurs, engineers, designers, in fact anyone in the business of creating, marketing or selling innovative technology.
Topics: book review
1 min read
Is your Marketing Messaging aligned with Buyer Needs?
Let's examine your company's sales effectiveness in light of your likely half-year sales results.
According to CSO Insights, "Sales Performance Optimization - 2008 survey", the top four initiatives that Chief Sales Officers plan to implement to improve sales effectiveness this year in priority order are;
Topics: inbound marketing CSO Insights marketing messaging
2 min read
Effective Product Launches - marketing messaging alignment
Innovative and complex products are launched daily in technology centres around the World. The product promise, is to enhance our work, play, health, or longevity. Unfortunately, a great many of these innovations will be abandoned before they achieve long-term commercial success, because they won't hit their early sales targets.
Topics: marketing messaging differentiation
2 min read
Buyer-relevant Messaging vs. Features and Benefits
Sales and Marketing Messaging Alignment is a relatively new phenomenon for many technology companies and the potential value from this process is often poorly understood.
Topics: marketing messaging
2 min read
6 Simple Steps to Consultative Selling Success
Many people believe that great sales-people are born, not made. It's a popular chestnut for discussions on sales blogs as well, but this point of view does not stand-up under scrutiny.
Topics: consultative selling
2 min read
When Sales and Marketing Stars Collide
Most of our clients contact us because they have sales performance issues.
Topics: marketing messaging sales performance
2 min read
Critical Sales and Marketing Skills and Practices
There are several proven routes to improving sales and marketing effectiveness, whether in good times or recession. What is surprising is how few companies have adopted this life-cycle approach to sales and marketing excellence.
Topics: inbound marketing sales performance
2 min read
Restoring Balance in the Buyer-Seller Relationship
Those of us
selling in the internet age, will know that the behaviour of buyers has radically changed over the past 5 years, unfortunately marketing programs and selling behaviour have been slow to adapt and buyers have the upper-hand. This imbalance produces consequences. A recent CSO Insights survey* found that sales quota performance worldwide is 50% and declining...WHY?
Topics: consultative selling CSO Insights
2 min read
Sales Enablement - what is it?
In the post-Internet era, the behaviour of buyers has radically changed, unfortunately selling behaviour hasn't changed much.
