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The Center for Sales Strategy Blog

Greg Giersch

Greg Giersch

Recent Posts by Greg Giersch:

Selling at the Speed of Light

Selling at the Speed of Light

Our founder, Steve Marx, used to say that things should be no longer than they need to be, but also no shorter. Applying that to the sales process, it should take no longer than it needs to be effective, but also no shorter.

In the sales process, some prospects are traveling toward you; others are traveling away. It would seem that we should just pitch and close the ones that are traveling quickly toward us, right?

Steve’s advice would be that it should take no longer and no shorter than we need to accomplish our objective. In sales, that’s achieving their business objectives.

Topics: sales process

Does Your VBR Sound Like a Pick-up Line?

Does Your VBR Sound Like a Pick-up Line

To pick someone up has been used as slang, according to Dictionary.com, since at least the 1600s.

Today's pick-up line means a rehearsed remark to strike up a conversation with the goal of pursuing a more gratifying relationship later.

Many salespeople have a rehearsed line meant to initiate a relationship with a prospect to satisfy their need to make another sale. Even when you’ve tried to find a Valid Business Reason (VBR), you might still end up sounding like you’re using a pick-up line.

How can you tell if your VBR has value to the prospect?

Topics: valid business reason

Blue Pill Red Pill in the Needs Analysis

Blue Pill Red Pill

Your biggest competition in B2B sales can be what might be described as the comfort of the blue pill, as made famous in the Matrix series.

In the movie, Morpheus, describes the blue pill as waking up in your bed and believing whatever you want to believe.

There's a natural desire for prospects to want to believe things are good and have a preference for doing nothing. At least nothing in relation to your product or service.

The blue pill and red pill choice that Morpheus gives Neo in the Matrix comes into play in sales when you have insights. The red pill is one that may prompt the prospect to make changes in their status quo. It’s a choice the client must make for themselves, but your approach will have a great influence on that choice.

Topics: Needs Analysis

What Aristotle Can Teach You About Sales

Aristotle and Sales

If you’re in sales, there’s a good chance that you will soon close another deal.

But why? Why do clients buy what you have to sell, and then, why don’t they buy?

First, you need to follow a logical process; ours is the Sales Accelerator, but today we’re going to look to Ancient Greece and what Aristotle believed were four main causes of how things come to be. In this case, how your sales or lack of it came to be.

Topics: sales process

Are You Settling for Less in Your Sales Prospecting?

Are You Settling for Less in Your Sales Prospecting

Many believe prospecting for new clients is the most difficult stage in the sales process.

Working at the top of the funnel is certainly filled with more rejection and dead ends than you’ll encounter once you connect and are into the discovery and advise stages.

With all the challenges in the early part of the sales process, it’s not surprising that many salespeople settle for less than desirable new accounts. These accounts often ending up spending less and wanting more. They may not be the best product fit, their results are mediocre, and they doubt the effectiveness of your solutions. They take precious time away from working with more ideal targets and key accounts. And they can suck the life out of your passion for being in sales.

Topics: prospecting

Why Your Current Sales Structure is Not Producing the Activity You Need

Why Your Current Sales Structure is Not Producing the Activity You Need

Without quality activity, sales teams fall short of their performance goals.

If it seems that more than a third, or even more than half, of your team is struggling with producing quality activity, it’s time to take a hard look at your sales structure, because your sales structure is perfect­ly designed for the results you’re getting.

To identify where you might have a problem with your sales structure, break the sales process into three key areas:

  • Generating Leads
  • Selling Solutions
  • Serving Clients

Is there one clear area that more than a third of your team is struggling with?

Topics: productivity sales structure

Are You Training for the Right Reasons?

Are You Training for the Right Reasons

To start something at the beginning and complete it (in order) to the very end is seen as a virtue. Linear thinking is logical, and experts say that most of us in the western world rely on it 90% of the time. But don’t let that limit you into believing there's always just one path to the best result.

What result do you want from sales training? To say the team completed all the courses or learn to sell smarter or faster?

Topics: sales process sales training

How to Reduce Zoom Fatigue in the Sales Process

How to Reduce Zoom Fatigue in the Sales Process

In a very short time, the sales process and a large portion of our life went entirely online.

It’s not that every time we contacted a client or prospect it was always in person, but the reliance on shared screen meetings is now the standard and is unlikely to change any time soon. New activities create new buzz words, and the most recent is “Zoom Fatigue.”

Topics: Video sales process

How Do I Know Where My Prospect is on the Buyer’s Journey?

How Do I Know Where My Prospect is on the Buyer’s Journey

Your clients and prospects are on a predictable journey to making a purchase. You have a much better chance at success if you understand their buyer’s journey. The model we present to clients expands on the traditional Awareness-Consideration-Decision stages. This helps us look at things from the mind of your client or prospect.

B2B sales professionals must understand the buyer’s journey. It’s an important framework for strategy, but a common question is, how do I know where my prospect is on the buyer’s journey, and how do I get them from step one to closing?

Topics: Buyer's Journey

What Kind of Sales Dog Are You?

What Kind of Sales Dog Are You

Moving into 100% commissioned sales in my 30’s was one of those “what doesn’t kill you will make you stronger” moments in my life. Truth be told, it wasn’t a moment; it was a journey. I remember trying to learn all I could from the veteran salespeople on my team. But, when I read the book Sales Dogs I began to understand that the answer was not to be found in trying to copy the talents of other salespeople, but to learn how to leverage my own unique mix of talents.

There are core sales talents that people need to be successful in sales. Yet even the most talented salespeople will have a unique mix of those talents, and how they play out in practice is as different as one dog to the next.

Topics: Sales