Selling the Sage Way

Selling complex B2B technology solutions to the largest and most complex companies in the world takes a different mindset and selling motion.  Listen to the podcast to uncover three must-haves for selling success in this segment.

The mindset, meaning, and mastery of selling skills to overcome pricing and money objections.

Professional salespeople understand the power of compounding of truth, time, relationships, and expertise to elevate their business.

Learn why and how to elevate relationships with customers from just another "transactional vendor" to a "strategic partner".

The same attributes that Tiger Woods leveraged to win his 15th major and 4th Masters are no different from those of the highest performing SaaS sales people in the industry.  Tune in to find out how grit, intelligence, and experience delivers success in golf and sales.

Learn how to develop credibility with your target buying audience quickly and effectively even though you have never had their job.  

To transform into "Trusted Advisors" with our customers we must be both "trustworthy" and "competent", but which is more important?  Listen to this episode to find out.

Adopting a consistent selling process across the organization certainly drives better performance.  However, in this episode I discuss which methodologies are best as well as custom suits, taco bell, and golf.

To be a pro's pro when it comes to professional selling, mastering "objection handling" is a critical skill that can define your success or failure on your journey to becoming a "trusted advisor".  

Learn how three (3) key sales KPI's can dramatically impact your selling performance and compound your ROI.

There is no better way to grow your bookings, earnings, and career than mastering the skill of negotiation.  Learn unique insights about the Negotiation step in the Sage Customer Centric Selling Framework.

Learn how to effectively navigate the buyer's journey in the decision process.  Understand the when, who, and what is involved to get the buyer from where they are today, to a decision date, that is mutually agreed upon by both parties.

Why is discussing money with customers so uncomfortable and anxiety producing?  Listen to this episode to understand how to not blow up your deals when talking money and maximize your close rates and average selling prices.

Now that you understand your customer's challenges, the economic impact and priority of solving the challenges you are ready to embark on the "Solution" step in the Sage Customer Centric Selling Framework.  

In this episode you will learn next level qualification and discovery skills, which is the heart and soul of selling.  Sellers who master opportunity qualification are the one's consistently crushing their numbers because they only work on deals that are worthy of their time, increasing their chances for success significantly.  

Learn why and how to create a "Mutual Understanding" agreement with your customer on the front end of every meeting.  This will decrease resistance during the meeting, allow for deep discovery, and make sure both parties reach an outcome for the meeting.  This is a critical foundational element of any strong selling methodology.

Learn a bit of software industry history and how the Customer Success function came to be.  Also learn what the CS rep is really selling.  It may surprise you.

In this episode you learn how to deal with a "blind rfp", which has been written by the incumbent vendor, and still find a way to win the business.

Learn how and why PPS (premature presentation syndrome) kills more deals and success than anything in sales.  In addition, learn how "timing" of when to present is everything.