Eliminating Sales UFO’s
Our 5M’s sales process does not specify a sequence for qualifying prospects through the Motivation, Money, Methodology and Market qualifying questions. To qualify a prospect, you need to cover all of the M’s.
However, some sales teams are seeing higher numbers of UFO’s (Un- Funded Opportunities) such that starting with the Money discussion to confirm a [...]
What can we learn from Wimbledon?
The 11 hr. Wimbledon match between Isner and Mahut is over. Regardless of the outcome, the world will recognize these professional athletes as having evenly matched, advanced skills to achieve this level of play. Even with this unique match, some observers were expressing boredom with the volley treadmill and just wanted it to be over [...]
What Are You Selling?
One of the major discoveries clients make in completing the DV exercise portion of our Revenue System is this:
What we sell and how we get paid are two different things!
Your Differentiating Value is what separates you from the competition and goes beyond core competencies like the typical quality, service and support platforms most companies promote. [...]
My First Sales Job
I always chuckle when I hear sales people complaining about being rejected by what they classify as totally rude behavior. For example, someone hanging up on them or worse yet, not responding to an email they worked on for days just trying to get an appointment. One contact recently asked me about how I handled [...]
The CRO Role
One of the new charts in our DIY Revenue Workbook graphically defines how the CRO leadership roles of coaching, accountability, motivation and selection are aligned with each of the 4 core processes of the Sale Revenue System 2.0 model. The 80/20 rule applies to all leadership positions – here is that breakdown for the CRO [...]
10 Signs Your Revenue System Needs Upgrading
Over the years I have routinely asked CRO’s what are the indications their Revenue System needed to be upgraded. Here are their Top 10 responses:
Discounting is our primary closing strategy
All sales and marketing related promotional materials are feature / benefit focused.
Every sales presentation starts and ends with the company plaque in the lobby promoting the [...]
Bridging the Value Gap
My latest article is up on the Salesopedia.com website and deals with maybe the most important sales topic in this economy – Differentiating Value. This recession is driving most decisions to price with the expectation of neutralizing value. For sales people and CRO’s, this is a dangerous combination. Here’s the rule from the article:
If you [...]
Simply to Sell
I still see clients working hard on their Differentiating Value positioning but ending up with statements that make their product or service appear complex. This is a repetitive behavior so at some level, the temptation to make something look complex must be viewed as one way to justify a higher price. Confusion is a fast [...]
CEO Sales Calls Known As Train Wrecks
How risky is it when CEO’s without a sales background want to ‘join the sales team and go slay dragons’ (i.e. attack the market and close new business). CEO’s are obviously focused on revenue today and when they are put in front of a real opportunity, all kinds of things can go wrong. I have [...]
An Ounce of Preparation…
OK, I know I am twisting the wording on that title, but you will see why. My last post regarding my worst sale was a bit dated but still burned into my memory. It seems like anything pre-internet is now considered from the dark ages of sales history so let me bring you my next [...]
Carl Moe is the founder of CRO Success, an organization dedicated to developing and delivering the tools, processes and systems CRO’s need to succeed. Moe specializes in helping restructure revenue systems for sustainable growth and optimized performance.
