Educating Your Sales Team

Posted by xFactor Marketing on Sep 19, 2016 4:43:12 PM


You want your sales team to be able to work smarter, but in order for this to happen you need to be providing them with the best education. When it comes to small business tips, here is one of the most important:

Connecting with the Buyer During the Awareness Stage

Posted by Bill Poole on Sep 12, 2016 10:49:51 PM


This is the next installment in a blog series that looks at different ways to align your sales and marketing strategies with the buyer's journey.  The first of the series examined the buyer’s journey as a whole. In this blog, we will look more specifically at the Awareness stage of the buyer’s journey and strategies for sales and marketing to engage with the buyer during this stage.

Are Your Reps Losing on "Price?"

Posted by Bill Poole on Sep 6, 2016 5:10:43 PM


A manager sits down with a rep for their monthly meeting, where they review the last month’s activity and plan for the upcoming month.  The manager asks the rep: “What happened to the opportunity at Acme that fell off your Prospect list?”  The rep says: “I lost on price. I just couldn’t get to the price I needed to win the deal.”  

Sound familiar?  This answer should not be acceptable in your business.

If things are going to improve (that’s the idea, right?), your reps need to take ownership and diagnose what went wrong in the sales cycle to avoid it in the future.

If the product or service offered could be sold on price alone, it would be sold directly on the internet. So, the role of today’s sales rep is to ensure that clients DO NOT make a pricing decision.  Ironically, these opportunities lost on “price” went south way before pricing was delivered to the client.

So, what can a manager do to avoid this discussion?

Does Your Strategy Align with Your Buyer?

Posted by Bill Poole on Aug 29, 2016 10:34:42 PM


Finding the right strategy to support a buyer during their journey to making a decision has been an area of focus for decades.  What has changed over time is the process the buyer uses to make a decision.  Before the wealth of information became available to buyers, the buyer’s journey was heavily supported by sales. This has since changed.