Selling Complex Solutions | Complex Sale

Posted on February 20, 2012 by Michael Nick

Selling complex solutions is not like selling a commodity. Your prospects have a uniqueness about them that requires you to be more thorough, and detailed in your research and presentation. They are typically organized in many silos. These silos are here to stay, so your strategy to sell to them must include the ability to create a business case that spans the organization. As you know many organizations have changed their buying patterns by:

* Complex sale involves a finance person early and throughout the process

* Complex sale will include prospects performing extended research and expect the same from you

* Complex sale will put out an RFQ (often times written or influenced by your competition) Continue reading →

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ROI and Marketing: A Match Made in Heaven

Posted on February 15, 2012 by Michael Nick

ROI and Marketing is a match made in heaven. Why? ROI Marketing is the process of integrating ROI Selling into your marketing programs, process, and plans. In the past I have touched on the benefits of using ROI Selling in your marketing programs, but have yet to further define the concept.

We probably don’t need to educate this audience on the respective functions of sales and marketing, or on the need for tight integration between those functions. But allow me a few moments to establish some common ground on these topics, so our discussion of ROI marketing can be based on some common term definitions and context. Continue reading →

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Is ROI Really Dead?

Posted on February 11, 2012 by Michael Nick

Is ROI really Dead? Well, you have to decide for yourself.  Everyone throws around calculations that “must be” in an ROI model like:

* ROI (Return on Investment)
* NPV (Net Present Value)
* IRR (Internal Rate of Return)
* Payback period

These are nice… however the power in using ROI or what should now be called ROI Value Assessment or Value Estimation is in the real metrics. The, “ROI” metrics that align with your prospects buying patterns. Try these on for size: Continue reading →

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Selling is about Getting into the Buyers Head

Posted on February 7, 2012 by Michael Nick

Selling is about getting into the Buyers head.  Assessing a vendor to buy from incorporates many of the sales process stages I have been discussing for weeks (e.g. target, qualify, meet and greet, present, due diligence and proposal). Beginning with the emotional connection first. In my last book, Why Johnny can’t Sell, (Kaplan Publishing 2006) I discuss the importance of making an emotional connection with the buyer. I believe people still buy from people…when they can. Think about it, when was the last time you spent thousands of dollars with someone you fundamentally didn’t like? I would bet not too often. So, it is crucial to first establish that emotional connection with a buyer. How? Simple, be a problem solver, not a Sally-sell-you-anything. Take a consultative selling approach and show genuine concern for their problem. Buyers are looking for the connection too.

Continue reading →

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Achieving Sales Targets

Posted on February 2, 2012 by Michael Nick

Achieving your sales targets is a primary goal of all sales organizations as well as sales professionals. Today I want to discuss a way to audit how well you provide guidance and direction to your salesforce through sales targets and sales compensation programs.

-  Have you set sales quotas for your sales force?
It should go without saying but each sales professional needs to have goals. It is in their DNA to work against a goal. The delicate balance however is the key to success here. That balance being high enough to challenge without discouraging the sales person.

Continue reading →

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Exploring the Law of Cause and Effect (Guest Blogger)

Posted on January 30, 2012 by Michael Nick

I have invited Jim Stephens from Sandler Training to write an article this week. I hope to have many more guest writers in the weeks to come. Here is one of Jim’s best stuff…_
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The power of subconscious thinking is a reality we experience every day. Unfortunately, most of us are oblivious to the thought seeds we sow and the affect of those thoughts. Developing an awareness of your subconscious programming and learning to reprogram your thinking is essential for business owners, managers, and sales professionals.
The law of programming simply stated is: You are who you have been programmed to be by the faith or fear that has been planted in your thinking mind. The input received from early childhood, reinforced through life experiences, are the building blocks of reality. Wrong thinking is self limiting in the quest for personal and business excellence.
The top 3 crippling beliefs for a sales professional are need for approval, fear of rejection and low self worth.

Continue reading →

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Strategic Buying Decisions are Moving to the C-Suite

Posted on January 29, 2012 by Michael Nick

There is no doubt Buyers have made significant changes in how they make strategic buying decisions. They have not only changed their process, they have changed the players and the rules. The current Buyer has many more steps in their process than in the past and expects today’s sales professional to be more informed, better prepared and be able to articulate their value. When the Buyer changes a process or step in their process it kicks off a chain of changes the Seller must adhere and adapt too. Below and in the coming weeks I will explore the problems caused by the changes the future the Buyer is making. Continue reading →

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The Future of Selling | Future Buyer

Posted on January 10, 2012 by Michael Nick

Given the changes over the past decade in the way Buyers go about making strategic buying decisions, we need to look at what the next decade (the future of selling)  is going to bring upon us poor sales professionals. I think there will be many things we need to look out for:
1. The future buyers decisions are going to move to the C-Suite – that means CEO, CFO, and CMO will all have input, if not the ultimate decision.
2. There will be a finance person involved in every B2B strategic decision the future buyer makes.

Continue reading →

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Sales Approach - Lead with Value

Posted on December 21, 2011 by Michael Nick

Sales professionals need to integrate into their initial sales approach value.

I had breakfast with my friend Eric the other day. He was me how he couldn’t get this customer of his to sign up for a retainer. He was just doing some projects for the customer, but wanted to help him with more. I asked him if he had approached the customer with a number of hours per month to accomplish various tasks in their marketing department. Eric said, “yes, I told what he would get for the $X thousands per month.” Continue reading →

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The Problem with Selling in the Future

Posted on December 7, 2011 by Michael Nick

Buyers have changed and will continue to change their buying process, decision makers and the rules by which they play. To compound the problem, Sellers have not made a lot of adjustments in their process and the way they approach a Buyer and ultimately try to sell to them. The process for the Seller is essentially the same from the past and the present. This misalignment is the source of much frustration for sales professionals, sales management and the owners of businesses all around the world who have not adjusted their approach. Below I will discuss the problems we as sales professionals need to address moving forward and selling in the future. Continue reading →

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