When TMG works with sales individuals, groups, and organizations, the question of “what makes for a great fitting customer?” often comes up. I call this our “Customer Fit” criteria. Customer fit is a pivotal section in our Sales Checklist and Key Account Process. The purpose is to ensure you’re spending time with customers who make…Read More
Nearly every successful salesperson I’ve met or worked with was coachable. Most experiences in our professional careers can relate back to sports in one way or another. The best athletes are coachable and always open to learning new things, even if they don’t agree with the advice, tactic, or method. They still listen. I’m encouraging…Read More
Imagine this: you’re a B2B salesperson doing everything you can to move sales opportunities forward to “Closed” or “Customer” status. Your pipeline is full and you’re closing about one out of five (1/5) opportunities. The marketing team is busy feeding you leads that fit the Ideal Customer Profile, but you’re still surprised when one of…Read More
Trigger Events are one of the most crucial areas of selling to master. It’s the reason conversations happen and participants come to the table. It’s the reason decisions get made. A Trigger Event can be defined as something causing someone (your decision influencers; Customers & Prospects) to make a buying decision – What compelling event…Read More
Hey, Sales Leaders!
“Are you getting the full, deserved recognition from your key customers for the value you provide above and beyond your traditional products or service?”
Most B2B companies have a pool of strong, repeat customers they would consider a “Key Customer” or “Key Account” (KA). Developing a KA requires resources beyond the product or service you sell to ensure they continue to buy from you.