B2B Sales Management Bundle Group Buy

• Triangle Selling
• Why the tips and tricks you find on social media don’t work
• How to segment your market and identify your ideal customers
• How to evaluate direct vs. indirect competition
• Where your winning zone is and how to position your conversations where you win
• How to use the Target Market Matrix instead of the old Ideal Customer Profile and why it works in 2021
• How to use the tap into the emotions that drive buying decisions
• How to turn features and benefits into pain questions
• How to get prospects to willingly disclose urgency and priority
• When to talk about your solution (it’s not at the start of a conversation)
• The only 6 minutes of sales psychology you’ll ever need
• To evaluate if your sales stages are slowing you down
• How to control meetings and create urgency
• The secret formula for closing deals fast – even complex sales cycles
• How to avoid the 7 Deadly Deal Killers
• How to uncover a prospects willingness and ability to buy from you
• The difference between Handling Objections (old method) and Managing Resistance
• How to conduct demos and presentations that convert to closed business
• How to keep prospects engaged throughout the sales cycle. Especially complex sales
• How to constantly get tons of high-quality referrals
• What notes B2B sales pros take on sales calls and why
• How to close inbound leads… they are not as warm as you think
• How to Convert Trials and Pilots
• Whether trials make sense for your business and for your customer?
• The steps before initiating a trial, what are the key prospect resources you need to gather?
• How to roll out trials and pilots in a way that ensures engagement
• how to keep trial users from going dark during the evaluation process
• How to tee up trials in a way that ensures success and won deals
• How to Hire Salespeople Who Perform
• The hidden challenges in hiring salespeople
• How to define your hiring goals and target profiles
• How to establish a competency model for benchmarking
• How to create an experience model
• How to generate high-quality, ongoing sales candidate referrals
• How to nurture candidates throughout a competitive hiring process
• The interview process that saves team bandwidth and earmarks the best candidates
• How to define roles in the interview process
• The Golden Phone Screen and why it’s highly effective with sales people
• How to conduct effective chronological interviews
• Why the experiential interview is the secret to unlocking sales performance
• How to develop a scoring rubric that consistently evaluates the right criteria
• How to evaluate your best candidates based upon data points collected in the process
• How to introduce the framework to your team and hold folks accountable to the process
• How to Coach SalespeopleThe five behavioral drivers essential for establishing a trust-based coaching relationship
• How to identify the type of challenge a sales rep might be experiencing
• How to identify the most impactful performance challenge you are trying to impact
• How to get your sales reps to create their own action plan
• How to ensure you are setting your sales reps up for success
• How to articulate consequences (positive and negative)
• How to hold yourself and your sales rep accountable to outcomes that move the needle
• How to Run Powerful Pipeline Reviews
• How to set up your CRM to so that SALESPEOPLE USE IT and capture the most critical deal information not anecdotes
• How to create quantitative accountability driven by rep activity and performance
• How both salespeople and managers must prepare for pipeline reviews
• How to run effective and impactful pipeline review meetings
• The Four Keys to driving productivity and impacting revenue
• The Five Mistakes salespeople make in pipeline review meetings
• How to create a culture of continuous improvement

You will get: B2B Sales Management Bundle