1. An experience using sales conversation frameworks

      I was only four prospecting calls into my target list. I was calling to talk about sales performance issues. Then, I got this response from a sales manager I reached: “We don’t have any significant sales performance issues. We killed it last year.” Now, think about the ways your BDRs, direct, or partner reps would handled this situation. The many — different — ways. Fortunately, when I designed this conversation framework, I identified this as a potential scenario. I remember reflecting on and testing alternative approaches for different scenarios, over a couple of days. In this particular situation, I selected a question: “What possible constraints to hitting this year’s goals are you most concerned with?” Bingo! I got this: “Our reward for an outstanding year last year was significant increases in our quotas for this year. Last year most of my reps performed really well. But that doesn’t mean...
  2. Change Selling Behavior — Really?

      Another terrific Boston SMEI breakfast discussion this morning. Lisa Dennis lead a discussion about changing selling behaviors using ideas from Dan Pink’s latest book, To Sell Is Human. Here are my takeaway observations and related thoughts. Core conclusion: rather than try to change behaviors, select, enable and incent desired behaviors. The topic of selling and sales behaviors is so broad, it has to be focused for a coherent discussion. Yet so much of what I read and hear never starts that way. Any sales conversation must begin with the nature of the selling process, especially from the buyers perspective — how they see their problems, available solutions, and buying challenges. My colleague Rob Scanlon developed a simple “Three Level Selling Model” that I’ve found useful. This is based upon the customer’s understanding of their problem, vendor products and solutions available to solve their problem, and their ability to make...

Recent Posts

Resolving the number one unconsidered cause of low B2B sales and marketing performance, and revenue growth …
… the inability to deliver effective knowledge, conversations, and situation-specific information (content), in context, at scale
Contact: jburns@avitage.com           Phone: 508-397-7059           Copyright © 2021 Avitage Consulting LLC. All rights reserved.