LSA Global

MARCH 15, 2021

Why Increase Cross – selling? Cross-selling involves purposefully marketing and selling additional value-added products and services to existing customers that complement what they have already purchased or are considering buying. A Mistake that Too Many Sales Leaders Make Intuitively, cross-selling makes sense.

Sales 36

Sales Sales Revenue eCommerce 36

LSA Global

APRIL 10, 2020

Reps Struggle with Social Selling. We define B2B social selling as the ongoing process of leveraging digital channels to find, engage, and connect with ideal target clients. Why Social Selling Matters. They also tout that modern selling leaders are: 51% more likely to achieve quota. 80% more productive.

Sales 36

Sales Sales B2B Metrics 36

LSA Global

DECEMBER 21, 2022

In general, the roles represent two different, and often related, approaches to selling with each having an important part to play in sales growth. Typically, B2B sales hunters focus on new customer acquisition while B2B sales farmers are responsible for nurturing and growing current accounts. What Makes a Good B2B Sales Farmer?

B2B 36

B2B Sales Sales Accounts 36

LSA Global

JANUARY 20, 2023

A Sales Meeting with an Executive is Always High Stakes Solution sellers who get a sales meeting with a target company’s executive consistently close more complex deals than those who sell at lower levels. It is critical that you have a meaningful, client-centric , and value-added interaction.

Sales 36

Sales Sales Balance Sheet Sales Management 36

LSA Global

AUGUST 18, 2022

Do Your Customers Think that Your Solutions Are Easy to Buy? While most consultative sellers believe that buyers have the advantage during the sales and negotiation process , customers report being overwhelmed, uncertain, and under tremendous pressure to get it right.

Sales 36

Sales Sales Sales Management Manager 36

LSA Global

SEPTEMBER 23, 2022

Before you develop tactics to increase sales, make sure that you have company-wide agreement on: – Ideal target client definition – Unique value proposition – Big sales bets to drive growth Concentrate on the Core of Your Business Unfortunately, far too many sales teams chase every customer opportunity.

Sales 36

Sales Sales Sales Management Revenue 36

LSA Global

JULY 9, 2018

What, Really, Does Customer Focus Mean? While most savvy sales leaders advocate for customer focused selling skills, customer centricity is an oft-used term. In general customer focused selling skills are about putting the customer at the center of your business where the customer’s needs come first.

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Sales Sales Revenue Benefits 37

LSA Global

FEBRUARY 15, 2021

The Problem Deserved or not, traditional salespeople, regardless of their consultative selling skills , have to overcome a bad rap. The Focus Where It Belongs The term “customer focus” may be an overused expression but being customer centric works. Many prospects react negatively to sales calls.

Sales 36

Sales Sales 36

LSA Global

OCTOBER 20, 2022

In the second as the buyer, you feel the tension because you know the salesperson is trying to sell you something you’re not sure that you want or need. The predicament: sellers want to sell their solution, but if they’re not careful, they pull the invisible rope too much. Sellers Want Buyers to Buy Why is this tension happening?

Sales 36

Sales Sales Sales Management Benefits 36

LSA Global

OCTOBER 4, 2022

And now, sales leaders face increased competitive, inflationary, and recessionary pressures coupled with a massive shift in employee and customer expectations. In conjunction, growth companies know that “ how they sell ” also needs to be part of the differentiation equation. They do not waste time trying to be all things to all people.

Revenue 36

Revenue Sales Sales Marketing 36

LSA Global

MARCH 18, 2022

They know how to increase revenue from existing customers because, when compared to winning new business with new customers, Bain and company found that on average: Retaining current customer accounts costs almost seven time less than acquiring new customer accounts.

Revenue 36

Revenue Sales Sales Accounts 36

LSA Global

MAY 21, 2019

Top Sales Reps are Buyer-Centric. The secret to increasing your sales is not to push harder; it is to be more buyer-centric. To increase sales and create long-term client relationships, you need to get beyond the mechanics of solution selling and focus on what matters most to the buyer. How to Switch Your Perspective.

Sales 28

Sales Sales Accounts 28

LSA Global

JULY 15, 2019

Apparently, sales leaders found ways, like relying more on existing customers, leaning heavily on star sellers, and putting more feet on the street to bulk up their revenues. From our perspective, relying more on existing customers makes sense. Here’s our take on all three: Customer Centricity. This does not surprise us.

Sales 28

Sales Sales Sales Funnel Accounts 28

LSA Global

JANUARY 19, 2021

An Often-Skipped Step Since Sales arguably “owns” the customer experience, the better they understand how the customer will be treated by other functions in the company, the better they can serve their clients and be customer centric.

Sales 36

Sales Sales Revenue ROI 36

LSA Global

APRIL 24, 2017

We know from decades of designing and delivering customized solution selling training that it is no longer enough to be a product expert or a skilled persuader. With today’s technology, customers are able to do research on their own and compare products before the salesperson even knows there is a need. Playing a Dual Role.

Sales 37

Sales Sales Sales Management Manager 37

LSA Global

AUGUST 15, 2017

Even after closing a big deal, few successful salespeople who sell complex and consultative solutions spend much time resting or in self-congratulations because they know that, in order to succeed, they must focus on the next opportunity. What more productive source of leads could you tap into other than your own satisfied customers?

Sales 34

Sales Sales 34

LSA Global

JANUARY 8, 2020

Gartner research found that 53% of customer loyalty is driven by the sales experience — more so than by the brand, product, service and price combined. If the client blows you off repeatedly, perhaps it’s time to re-evaluate their desirability as a customer. Difficult sales scenarios are just part of selling solutions.

Sales 36

Sales Sales Marketing 36

LSA Global

FEBRUARY 28, 2018

Inbound reps often cringe at words like “up-selling,” “promotion,” and “cross-selling” because these terms indicate to them a primary goal of pushing product rather than helping a customer solve their most pressing problems. 7 Steps to Aligning Call Center Change.

Compensation 28

Compensation Onboarding Revenue Benefits 28

LSA Global

AUGUST 15, 2017

Even after closing a big deal, few successful salespeople who sell complex and consultative solutions spend much time resting or in self-congratulations because they know that, in order to succeed, they must focus on the next opportunity. What more productive source of leads could you tap into other than your own satisfied customers?

Sales 28

Sales Sales 28

Vantage Circle

JANUARY 31, 2023

In this blog, we will dive deep into the business core values of 10 well-known companies and understand how they have transformed their values into reality. Their focus is not limited to developing and selling electric cars. They have so far managed to emerge with new innovations every time they over-promised their customers.

Diversity 104

Diversity Inclusion Accounts Operations 104

LSA Global

DECEMBER 8, 2019

For sales training to change on-the-job behavior and performance, follow these tried-and-true sales training design best practices for before, during, and after your solution selling training. We define sales culture as how and why things truly get done in order to market, sell, and serve clients. Before Sales Training.

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Sales Sales Metrics Implementation 36

LSA Global

MARCH 1, 2019

For example, one client recently made a big strategic choice to sell software and services instead of their legacy hardware products to combat a declining and shifting market. Unfortunately, they failed to invest in the customer centric culture or consultative selling skills required to be successful.

Marketing 28

Marketing Revenue Metrics Software 28

Peter Winick

OCTOBER 10, 2022

Andy Paul is the author of “Sell Without Selling Out,” Host of the “Sales Enablement Podcast with Andy Paul,” and is a Top 50 Global Sales Expert, consulting with the biggest businesses in the world. Awareness can be built up through podcasts, blogs, or posts on LinkedIn. Andy Paul Third book.

Marketing 189

Marketing Sales Sales B2B 189

LSA Global

OCTOBER 11, 2019

Make sure that any corresponding solution selling training is highly customized to your unique needs and reinforced by frequent sales coaching. Do not make the mistake of creating an all comprehensive sales playbook that covers every aspect of every type of sale to every potential customer.

Sales 28

Sales Sales Metrics Accounts 28

LSA Global

APRIL 16, 2021

What We Know We know that if you want sales growth, unless you have the next big thing that sells itself, you must start with strategic sales clarity. There is no doubt that the most fertile sales ground revolves around growing existing accounts and relationships compared to chasing down new customers.

Revenue 36

Revenue Sales Sales B2B 36

Walk Me

JANUARY 3, 2024

Its unique selling point is simplifying complex processes through interactive content creation and real-time tracking. Tovuti LMS provides a people-centric, adaptive platform for interactive online learning experiences. CRM Customer Relationship Management Software (CRM) consolidates your leads and customers in a single location.

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Manager Software Compliance User Experience 52

LSA Global

MARCH 18, 2024

Nor is there much evidence that buyers across the board look for body language “tells” or take them into account during the solution selling process. Remember that our bodies speak volumes — and it’s up to us to ensure that they speak the language of trust and customer-centricity.

Sales 36

Sales Sales Sales Management Accounts 36

Andrew Chen

MAY 28, 2019

NPR sells ads on its podcasts and has teams of designers, planners, and strategists, but is technically a non-profit media organization. As opposed to advertising — which first start with the content and then sell ads to monetize — branded shows create a podcast in collaboration with a company, for a fee.

Advertising 93

Advertising Revenue Media Marketing 93

Andrew Chen

MAY 28, 2019

NPR sells ads on its podcasts and has teams of designers, planners, and strategists, but is technically a non-profit media organization. As opposed to advertising — which first start with the content and then sell ads to monetize — branded shows create a podcast in collaboration with a company, for a fee.

Advertising 40

Advertising Revenue Media Marketing 40