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Why Salespeople Struggle To Sell New Products And Services

Bulletproof Selling

Release Date: 03/22/2021

Selling To Solve Problems show art Selling To Solve Problems

Bulletproof Selling

Many salespeople are focused on understanding every aspect of the features and benefits of what they sell. The problem is prospects and customers don’t care. They do care about the problems they need solved. To learn how to systemize our discovery in a solution-oriented way, , CEO of Magnetic. He walked us through a simple system that any salesperson can use to ensure we are engaging our prospects emotions and developing customized solutions for the problems being solved. It’s all in this week’s episode of bulletproof Selling.

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Servicing While Selling show art Servicing While Selling

Bulletproof Selling

Many salespeople are responsible for servicing existing customers while developing new business. It can be tough to juggle this type of role, but with the proper systems, it becomes not only possible but also enjoyable! To learn how it’s done, , a former Navy aviation ordinance specialist and vice president of sales. He revealed the same strategy he coaches his sales team to use to ensure that they can sell more while serving more!

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Mastering the Art of Qualification show art Mastering the Art of Qualification

Bulletproof Selling

Too many salespeople spend time on accounts that go nowhere, and too many sales leaders struggle to get their salespeople to accurately qualify their deals. Instead of using subjective data to build our piplelines, we can remove hope from systemizing how we qualify deals – even before we’ve called on them. To learn how to master the art of qualification, , founder of Revenue Flywheel Group. He showed us exactly how he guides clients through better qualifying their deals so they can sell more and serve more! It’s all in this week’s Bulletproof Selling podcast!

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Partnering for Success In Sales show art Partnering for Success In Sales

Bulletproof Selling

Success isn’t a one-person show in sales. We each have a team and partners that ensure we have the resources we need to sell, and serve, our customers. Yet many salespeople hope they’ll be able to hold the line all by themselves. To learn how we can better partner with the other teams in our own companies or even with partners outside our chain of command, , a sales manager with Central Spine and former Navy Corpsman. He showed us the same system he uses to ensure that our sales partners see us as essential elements of their success so they’ll want to be part of ours. It’s all in this...

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Treasuring Transparency In Sales show art Treasuring Transparency In Sales

Bulletproof Selling

The more honest we are, the better our conversations tend to be – but to many salespeople leave their transparency to chance. In this action-packed episode, , VP of sales in employee benefits with BKS Partners. He shared the exact process he uses to ensure everyone in a sales conversation is transparent with each other, and how to use transparency as a value-driver throughout the sales cycle. It’s all in this week’s Bulletproof Selling podcast!

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Taking The Initiative On Change In Sales show art Taking The Initiative On Change In Sales

Bulletproof Selling

If you’d like to be the salesperson that your prospects can’t wait to hear from, it means you need to be more than an order taker or even an order maker. You’ll have to be the one with solutions they can’t get anywhere else and deliver an experience that differentiates you from your competition. Too many salespeople wait around, hoping they’ll reach this level of performance – but the best salespeople know how to take the initiative on change. To learn how we can assess what’s working and what isn’t in our sales process and stay ahead of the rate of change in our industry, ,...

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Are You Validating Value In Conversations? show art Are You Validating Value In Conversations?

Bulletproof Selling

When we meet a prospect who ‘gets’ us, what we sell, and immediately see how it could benefit them, sales happen on their own. Unfortunately, most of the folks we’re selling to are inundated with offers and don’t have the time to figure out how your unique product or service can help them. That’s where validating your value becomes critical, and to learn how to build it into every sales conversation, , a partner at Forum Ventures. His job is to be pitched to, so he understands how to ensure each of us are clearly communicating value in every conversation. It’s all in this...

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The Process Of High Performance Meetings show art The Process Of High Performance Meetings

Bulletproof Selling

Too many salespeople wait until they’re in a meeting or in a conversation before they start performing, and it results in delayed sales and prospect attrition. The best salespeople, however, put the same amount of prep into their meetings as they do their research and outreach. To learn how we can turn prospect meetings into a high-performance process, , CEO of Alleyoop, a company that’s responsible for setting almost half a million sales meetings. He shared the exact process he walks his clients through to ensure their sales meetings get results, and it’s all on this week’s episode of...

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The Power Of Selling Ideas show art The Power Of Selling Ideas

Bulletproof Selling

Salespeople’s biggest struggle isn’t caring about what they sell, it’s convincing prospects why THEY should care. There’s a group of salespeople who are expert at selling ideas before anything tangible appears – and you’ve seen their work. To learn how to apply this expertise to our own sales process, we sat down with Julie Barlow and Jean-Benoit Nadeau, professional writers and small business coaches. They shared the techniques they’ve honed over careers of selling ideas and helped us build a system that any salesperson can use to show prospects why they should care about what...

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Turning A Solo Act Into A Sales Symphony show art Turning A Solo Act Into A Sales Symphony

Bulletproof Selling

Too many salespeople and sales teams think they’re operating on their own in their companies, with little support or understanding from marketing, operations, and delivery. This leads to high customer turnover and fewer referrals as customers don’t feel like they’re being valued by a cohesive team. To learn how we can get every department singing from the same sheet of music, we sat down with Luis Baez, a revenue enablement strategist who has worked for some of the largest companies on the planet. He showed us how to turn a solo sales act into a sales symphony, and it’s all in this...

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More Episodes

Because organizations are changing so rapidly, their needs are changing faster than they ever have before. Organizations are working to meet those needs by rolling out new products and services, but salespeople often struggle in a virtual/hybrid sales cycle to get a prospect's attention. In this episode of Bulletproof Selling, we dive into how to stand up an outreach campaign for a new product or service that gets noticed and gets results.