Insights

Tips for Generating More Referrals

Tips for Generating More Referrals

The world of sales is layered and has many forms. While we may think about sales in its simplest terms as a company selling a product or service to a client, this process is often much more complex than it first appears. To be an effective salesperson, you must be strategic in your planning and execution, focusing on customer outcomes vs. your products or services. Of course, it is important to inform customers about your product or solution’s unique features, but that is not what will create an urgency to act. People make decisions for two reasons — to avoid a risk or to achieve an outcome. Your sales dialogue has to target what is most important to them so they can visualize the advantages that are available through a partnership with your company.

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Tips for Generating More Referrals

Tips for Generating More Referrals

The world of sales is layered and has many forms. While we may think about sales in its simplest terms as a company selling a product or service to a client, this process is often much more complex than it first appears. To be an effective salesperson, you must be strategic in your planning and execution, focusing on customer outcomes vs. your products or services. Of course, it is important to inform customers about your product or solution’s unique features, but that is not what will create an urgency to act. People make decisions for two reasons — to avoid a risk or to achieve an outcome. Your sales dialogue has to target what is most important to them so they can visualize the advantages that are available through a partnership with your company.

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What Is Status Quo Bias? How to Overcome It in Sales

What Is Status Quo Bias? How to Overcome It in Sales

The status quo bias causes consumers to resist change and make decisions based on a preference to keep things the way they currently are. The status quo bias significantly affects purchasing decisions. Overcoming the status quo bias can sway consumers to purchase a...

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What Is Outcome-Based Selling?

What Is Outcome-Based Selling?

The world of sales is layered and has many forms. While we may think about sales in its simplest terms as a company selling a product or service to a client, this process is often much more complex than it first appears. To be an effective salesperson, you must be strategic in your planning and execution, focusing on customer outcomes vs. your products or services. Of course, it is important to inform customers about your product or solution’s unique features, but that is not what will create an urgency to act. People make decisions for two reasons — to avoid a risk or to achieve an outcome. Your sales dialogue has to target what is most important to them so they can visualize the advantages that are available through a partnership with your company.

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Soft Skills Every Salesperson Needs to Master

Soft Skills Every Salesperson Needs to Master

Every salesperson needs a set of skills to help them entice potential buyers and close a deal. Some of these will be hard skills, meaning abilities you’ve learned through repetition, education and practice. Others will be soft skills — interpersonal skills and traits that influence how you interact with others. If hard skills represent the things you know, then soft skills represent how you use them.

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Why Hybrid Learning is the Future of Upskilling

Why Hybrid Learning is the Future of Upskilling

While the trend in corporate learning has been towards digitalization, many organizations are beginning to forget a critical component of the learning process: expert coaching. Coaching is more than just a buzzword. It’s an essential element that will only grow in importance as we move further into the next age of AI and other advanced technologies.

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How to Fix Your Closing Problem

How to Fix Your Closing Problem

Closing requires clarity. Too often, we think we have agreement, only to discover that the right actions have not been taken, or what you thought was an understanding as to how to go forward is very different from the customer’s understanding.

The sales process is a series of agreements crafted with the customer, moving along the path toward contract. And at that critical junction, it’s essential that sales teams have the skills, tools and strategies on hand to keep the sale on course and moving forward as planned. At Global Performance Group (GPG), we call this “Closing for Action.”

Here are 4 tips to help keep your close on track:

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The X’s and O’s of Virtual Rapport Building

The X’s and O’s of Virtual Rapport Building

One of the most often talked about elements of a sales relationship—the generation of rapport, is simultaneously one of the least understood. It’s not that the majority of salespeople lack the ability to build rapport, but rather, that the actual process, the X’s and...

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The Guide To Quota Attainment

The Guide To Quota Attainment

What is the perfect time management balance between developing your sales team with effective training and meeting customer needs that achieve bottom line results? Achieving this balance is about avoiding the extraneous, reinforcing strengths, identifying skill gaps with each individual team member, getting directly to the root of the problem, and delivering a tailored learning journey that will uplift performance at the right time in the right places.

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Fueling the Sales Addiction – Insights [Transcript]

Fueling the Sales Addiction – Insights [Transcript]

Guest: Hang Black, VP of Revenue Enablement at Juniper Networks Episode 2. Fueling the Sales Addiction Summary:  In this episode, Harry Kendlbacher, Chief Executive Officer at Global Performance Group, speaks with Hang Black, VP of Revenue Enablement at Juniper...

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Keep customers happy and keep your customers

Keep customers happy and keep your customers

Customer retention should be your top priority. Period. And here’s why: Increasing customer retention rates by 5% increases profits by 25% to 95%, and that comes straight out of Harvard Business School.[1] So why spend so much money schmoozing leads and potential...

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Increase price and boost business

Increase price and boost business

Increasing prices are a fact of life, and in the race to retain customers, price increases are often the biggest hurdle to overcome. So, how can you prepare your salesforce to have the inevitable price-increase discussion without damaging the relationships your...

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