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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

Why I see training as the key ingredient to organic growth

No matter what your organic growth strategy is, having well-trained talent to support that strategy is a key ingredient.
Recently, I read a Harvard Article, How We Made our Sales Training More Effective by Making it Harder by Jeff Winters, it made me chuckle. So many companies view training as simply a box they need to check. It looks good if I give my team some training, or I’m expected to give them training, etc. Consequently, companies typically chose training that is easy for everyone involved.

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

Driving Organic Growth

Do you find your focus on current accounts at the cost of acquiring new ones?
On one hand, it’s good business to focus on customer retention. Studies cite that the cost of acquiring a new customer ranges from 5 to 25 times the cost of retaining a current customer.

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

By Marguerite Zimmerman

Intangibles Create B2B Value

Pinpointing the intangibles that your customers value so much that they will pay a premium for them, requires a deep understanding of what your customer values At times the intangibles may be obvious and, at other times, hard to discern as they are subjective values

These subjective values are typically driven by the emotional drivers of the buyer or buyers or the organization What is it they are most keen

By Marguerite Zimmerman

Outpacing Your Competitors

Incredible race comebacks capture your attention and are exhilarating to watch. And even more so, when it is your favorite team or player making a last minute unexpected “burst” to the finish line. The competitive arena in B2B sales is changing. There is an increasing number of companies that are using “new science” to outperform…

By Marguerite Zimmerman

Millennials, Filling the Future Sales Gap

There’s been a shift since 2007 when we first started offering Momentium in Universities and Colleges to develop future sales talent. When we would ask students taking an elective on sales if they were considering a career in sales, only one or two students would raise their hands.

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Powerful questions increase conversion rates
Why I see training as the key ingredient to organic growth
Continuous Improvement – Protecting Margin
Driving Organic Growth
3 Ways to Avoid the Price Vortex
Design Thinking in Sales
Intangibles Create B2B Value
Outpacing Your Competitors
Millennials, Filling the Future Sales Gap