Bill Otten specializes in relationship sales of complex outsourcing agreements. He has held positions of increasing responsibility with Chrysler Financial, Enterprise Rent-a-Car, InterLink Capital, ADP and now Executive Vice President of Sales at HealthEquity. 1. Describe how your customer facing teams use your organization’s sales process. Most of our sales come through indirect channels (partners) […]
This is an article on helping your sales reps uncover their prospects’ primary business objectives and the challenges preventing their fulfillment. This discovery phase is critical to helping reps align their products or services as solutions to their customers’ key business challenges. We will focus on qualification, which involves getting customers to quantify their challenges. […]
Sales Success Requires Continual Skill Development Do you play a musical instrument, speak a foreign language or play a sport? How did you learn, and continually improve? Doctors must take continuing medical education classes to hone their craft, and Sales should require the same. Put your comments below on how you, or how your Manager […]
People are most convinced by ideas they themselves originate, so getting your prospects to define their own objectives and challenges is critical to getting their buy in throughout the sales process. The following are three types of questions designed to get your prospects talking about their challenges. Open Questions. Your prospect has discussed his […]
This is a question I often ask Sales Managers. Many of them respond that they do on the grounds of fairness. They try to distribute their time evenly between all team members and provide similar opportunities for coaching and development. While I appreciate the intent, I disagree with the practice. At the end of the […]
Purchasing in the business–to–business environment has changed in the last year and a half. Buyers are more critical, more informed, and more careful with their spends. Their shrinking budgets have eroded sales, which has caused sales organizations to become hyper vigilant on lagging indicators like revenue, sales-to-quota, and close ratios as a measure of success. However, lagging indicators only allow for post–mortem analysis. Conversely, leading indicators allow for course […]
In a recent conference survey, all of our attendees, regardless of their title or the type of company they represent, agreed that reducing overall costs was a major priority for their organizations. But where to start? When we’re working with clients, one place we start is looking at the full time equivalent (FTE) cost of each sales employee. Then, we focus on each sales person’s attainment on revenue plan for the […]
From the location of his first sales training meeting in 1987, and the Olympics in ’96 to today, John is in Atlanta, Georgia.