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Category : News

By Marguerite Zimmerman

Building your sales representatives courage and confidence

Plan a joint sales call with each of your representatives Ask each of them to prepare a pre-call plan for the meeting that includes:

  1. The objectives for the sales call exactly as the rep would communicate them to the prospect or customer
  2. The way in which the rep plans to gain agreement or ask for input on the objectives for the call
  3. For internal/planning purposes – the rep’s

By Marguerite Zimmerman

Why sales performance goals can be costly

So why would a leader discourage curiosity in a business or a sales force, when both employees and leaders know it is so important?

Are you curious to know why?

Shocking as it is, leaders discourage curiosity in a business or a sales force, when both employees and leaders know it is important

Turns out according to research by Francesca Gina, a professor at Harvard Business School (HBR Journal September-October

By Marguerite Zimmerman

How to become curious and increase your sales results

Fear

Fear plays a big role in why we don’t ask enough questions or the right questions

Over the last couple of years, I’ve noticed a reluctance amongst sales people to ask questions that are provocative Provocative questions are essential when helping a prospect or customer to consider change, yet some sales representatives are uncomfortable asking these questions Why is this?

After discussing it with a few Momentium coaches, we

By Marguerite Zimmerman

Powerful Questions

Abraham Maslow said in 1966: “I suppose it is tempting, if the only tool you have is a hammer, to treat everything as if it were a nail.”

My observations when working with sales teams is that they know they need to ask questions, yet they have rarely thought a lot about their questions. While they may use some open-ended questions, most of their questions aim at getting information about the current state of the prospect. Without realizing it they have one tool and they are treating every question like a nail.

The outcome is simply this – few of the questions are powerful.

By Marguerite Zimmerman

Powerful questions increase conversion rates

Landing great questions takes some practice

Anyone in a role where influencing matters most of the time or some of the time can drastically improve their communication effectiveness through improved question asking skills

Being in the business of sales and sales development, my role over the years has required that I wear many hats During a typical week I often wear the hat of sales leader, salesperson, trainer, coach,

By Marguerite Zimmerman

Continuous Improvement – Protecting Margin

Protecting margin is one of the key aspects of “perform” for a sales force.

Recently we were gaining insight into one of our customer’s sales goals. To do this we explored the current Key Performance Indicators (KPI’s) they used to measure sales success. We then asked them to share how top performers were doing against the KPI’s.

What we heard was not as uncommon as you might think. The senior team shared that they were having challenges around defining their top performers. Why? There are several reasons top performers are mislabeled. In this case, it was one of the most common mistakes.

By Marguerite Zimmerman

The Sales Manager As Coach

How important is sales coaching to your team’s success?

Our results show that when the sales manager is actively involved in Momentium and reinforces what is learned, sales lift is increased and into the double digits

As it turns out, 74% of top performing companies say that sales coaching is the most important factor in sales enablement and readiness

And perhaps most importantly, 46% of sales representatives

By Marguerite Zimmerman

Design Thinking in Sales

Chances are when you see a current client or prospect you build trust and you get right into problem identification
Chances are you start asking questions that help you pinpoint what problems the customer has that you can solve with your product or service And you then present your product or solution when the first opportunity arises in the dialogue
Our research with thousands of Momentium users is that the

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Building your sales representatives courage and confidence
Why sales performance goals can be costly
How to become curious and increase your sales results
Increase your conversion rates through improved question asking skills.
Powerful Questions
Powerful questions increase conversion rates
Continuous Improvement – Protecting Margin
3 Ways to Avoid the Price Vortex
Design Thinking in Sales