Steve’s Blog

Steve’s Blog

“THE COMPELLING PROPOSAL” HITS BEST SELLER! 


I’m very excited and humbled that my latest book, “The Compelling Proposal (Make It Easy for the Customer to Buy from You)”, has hit #1 on Amazon in two business categories and is listed as the “Hot Seller” in Selling & Sales Presentations.

I can’t thank my connections and followers enough for their support in making this first day launch a huge success! The positive and supportive messages and emails I have received have been truly overwhelming and I am most grateful. As a reminder, the price of $0.99 (Kindle version) will be offered the next few days only, so please feel free to share with your networks and your teams. You can find it on Amazon.

Finally, should you feel inclined, please leave a review on Amazon as this has a huge impact on rankings as well as search results.

Thank you so much!

Steve

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Steve’s Blog

“THE COMPELLING PROPOSAL” LAUNCHES JUNE 11!


I’m very excited that my latest book, “The Compelling Proposal (Make It Easy for the Customer to Buy from You)”, is live on Amazon with the official launch on Tuesday, June 11!  For the first week ONLY, my publisher has set the price to $0.99 (Kindle version) for all my friends, colleagues, connections and followers. Check it out on Amazon.

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Steve’s Blog

TECHNOLOGY SALES – WHEN OUTCOME-BASED “SELLING” DOESN’T WORK


In the previous post, TECHNOLOGY SALES – HOW DO WE GET ACCESS TO THE BUSINESS? we discussed how legacy IT sales organizations can gain access to those much higher up in IT as well as the business (where increasingly the decisions and money are), by initially focusing on the data and applications that are important to the business. Outcome-Based Selling should be a significant strategy for addressing this shift of technology sales to the lines of business. However, I’m concerned with how Outcome-Based “Selling” is being widely interpreted and implemented.

 

A recent publication by LinkedIn The Enlightened Tech Buyer: Powering Customer Decisions from Acquisition to Renewal, found that today’s tech buyers are seeking to make “informed, rational decisions” and that they are under increasing pressure to deliver greater business outcomes (a hat tip to Dutch Schwartz for sharing this study with me). Additionally, the study found that 71% of IT projects are considered failures and 19% are considered utter failures.

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Steve’s Blog

TECHNOLOGY SALES – HOW DO WE GET ACCESS TO THE BUSINESS?


My original plan was to follow up on the previous post with a discussion of how Outcome-Based Selling should be a significant part of addressing the shifting of technology sales from legacy IT to the lines of business. However, I’ve gotten a lot of requests like the following from Coralee Torrence: “The big problem is making that shift when all the relationships we have built are in IT. How do we get there?” I’d like to tackle this topic now.

For most legacy technology selling teams, their primary “relationships” are with IT. And we can infer that their conversations consist of “bits, bytes, feeds and speeds” (after all they are trained extensively on product features). However, what many technology selling organizations, as well as IT departments, lose sight of is that the sole purpose of IT is to support their internal business customers and the objectives of the business.

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Steve’s Blog

TECHNOLOGY SALES – WHO ARE YOUR REAL CUSTOMERS TODAY?


We will interrupt our regularly scheduled series to talk about a significant issue for my technology clients. This is a topic I’ve discussed at length with numerous CROs, SVP of Sales and sales managers over the past few months. And it’s one that is both top of mind and frustrating for these sales leaders.

These experienced professionals lead B2B sales for legacy technology companies. What are the common problems they are grappling with?

1) Why are sales in the USA/NA flat or barely growing (read not hitting our growth targets), while technology sales in EMEA and APJ are doing great?

2) And why are fewer and fewer of our sales reps consistently hitting their numbers?  

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MUST-WIN DEALS – ARE WE HAVING THE RIGHT NEGOTIATION?


In the previous blog, we continued our discussion of the critical questions sales management should ask when it comes to closing must-win deals and explored “Common Negotiation Mistakes”, in which we introduced the concepts of “having the right negotiation” and then “negotiating the right way.” In this blog, we’ll discuss “Are we having the right negotiation?”

You could be a very talented negotiator, but if you’re having the wrong negotiation, the odds of closing a great deal are very slim. Let’s summarize what’s been discussed so far in this blog series to ensure we are setting up the right negotiation. There are four objectives we need to achieve prior to what is commonly viewed as the formal “negotiation”:

  • Sell to customer outcomes (both Business and Personal)
  • Validate with the customer the key Deal Levers that are required to produce those outcomes
  • Determine what a Great Deal would look like based on the outcomes important to both sides
  • Present the customer with options in order to allow them to buy
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