Arming Champions to Sell Your Solution

Marc Miller Sales Training 1 Comment

Helping buyers reach a “collective yes” takes longer and costs more money than ever before.  The average B2B decision involves 5.4 buyers, each with their own perspective.  Moreover, they likely each represent an entire buying group with differing opinions.  Selling teams must sell their value proposition not once, not twice – but many times over.  Nearly 80% of sales leaders recently …

Deal Coaching & Bill Belichick

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Deal coaching has an impact on winning large deals right now.  That makes it the most important thing a sales manager does. Great deal coaches could learn from Bill Belichick’s playbook, head coach of the New England Patriots.  He’s considered the BEST coach of the BEST team in the NFL (personal disclaimer – I am a Browns fan still awaiting …

Sales Messaging & The Adoption Problem

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Creating good sales messaging is important.  What’s even more important than message creation is message execution.  Field execution and adoption are the weak links in any new sales messaging initiative.   In other words, there is no effective way to ensure consistent field message delivery to customers and prospects. The biggest challenge facing complex solution companies today:   how do sales managers …

Time-Shifting Sales Coaching

Marc Miller Sales Training 7 Comments

The biggest non-secret in sales management today is that little field coaching actually happens in complex sales organizations.  What used to be is no more.   New job realities have overburdened and overwhelmed sales managers.  As a result, field coaching rarely gets done due to the constraints of time, distance, and travel. The good news is that time-shifting solves the field …

A Tale of Two Coaches

Marc Miller Sales Training 2 Comments

This is the story of two sales managers who want to improve the selling effectiveness of their teams – but go at it in two VERY DIFFERENT WAYS. You be the judge which drives the best results. Our first sales manager, who runs the east region, flies to Boston for two days of diligent, vigorous four-legged coaching calls.  Our second …

The Sins of Salespeople

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Salespeople fail for many reasons.  But one transgression stands out above all else, one more costly than all the others combined.  And, although maddeningly difficult to detect, it’s simple to correct. What is the sin?  Not the sin of commission, but omission.   Let me explain. Salespeople converse well within their comfort zones – the products & services with which they …

The Cost of Sales Ineffectuality

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Selling effectiveness is the #1 driver of revenue growth. Yet in an increasingly connected world of communication, salespeople are more disconnected than ever around their own communication skills.  Almost all salespeople consider themselves highly effective.  To test this, just ask any salesperson you know whether they consider their own sales conversations just average. Haven’t met one yet! Social psychologists call this …

Exponential Onboarding

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Onboarding new sellers has become increasingly important AND difficult due to 3 business trends: Information Explosion: Information doubles every 2 years, but sellers’ capacity to handle said information does not. Increased Competition: Today, competition isn’t just your direct competitors, it’s the hundreds of other interesting choices buyers have chasing their time & wallets. Solution Revolution: The migration from selling products …

Are Your Sales Managers “Crystal Ball” Coaches?

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The traditional process of coaching field salespeople is broken.  Consider the typical sales manager who does 10 monthly “ride alongs” with their team.  Of the 10, expect that: 1-2 are cancelled 3-4 are plain vanilla calls – no learning opportunity here 1-2 require the sales manager to sell to save the call Netted out, only 2 coachable opportunities – a …

The Era of Hyper-Specialization in Sales

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Just ten years ago, the cowboy seller was still in vogue. Picture a lone sales maverick, running every step of the selling process from A-Z. Those days are GONE. Right now, an information explosion is causing selling organizations to evolve into selling teams – closely resembling the highly-trained pit crews on a NASCAR motor track. Call it the Era of Hyper-Specialized …