Sales Activation

It’s the start of the quarter and this week your sales enablement sessions should be about shutting down the last quarter, moving on mentally and making sure you have the mindset to get off to a flying start this quarter. Here’s how Tribes across the world are doing just that.

For decades the sales profession has been fixated on individual sales performance and leadership. Sales methodologies like the Challenger Sale, Sandler Selling, and SPIN selling all focus on the individual seller. But B2B customers have complex problems that require a diverse team effort to solve. That’s the first reason why sales methodologies are not working for most companies. 

Not only do we promote selling as individuals, but we manage this way too. One-to-many hierarchical sales coaching methods ensure sales managers are a bottleneck and will never have the capacity to coach their teams and deals effectively. That’s the second reason why sales methodologies are not working for most companies. 

Tribe is a many-to-many sales coaching system leveraging the power of teams in the sales process. Tribe reduces the current bottleneck of manager coaching as salespeople coach each other. You can add Tribe to any sales methodology to make it work. Why? 

Because we’re all hard-wired to be tribal, it’s not optional but a matter of survival. Our brains experience tribal connection as a matter of life or death. It drives the way we think, what we believe, and the way we act. Tribe is the power behind all successful teams through human history. The Tribe Playbook shows how to use this power to motivate and grow sales organizations and get your sales playbook or sales methodology working. 

In this podcast we look at how we unstick the buying decision process, why we need to know this, how we can take advantage of this, and what you can do to unstick your deals.

When it comes to understanding why a deal is stuck, the first job is to figure out which stage of the buying process the deal is stuck. Then you can diagnose why the deal is stuck there, and there are four potential problem areas to look for: decision-makers, decision criteria, decision process, and deal value — the 4Ds.

This lesson looks at what Referral Introductions are, why we need them, how we create them, and what you can actually do to incorporate referrals into your sales process. 

About 2/3 of new business comes from referrals, so it makes sense to optimize this as part of our pipeline generation. People are 4x more likely to buy from a referral. So more referrals in the pipeline means a better closure rate.

83 percent of satisfied customers are willing to refer products and services, but only 29 percent of salespeople actually ask! So there’s a gap here to fill. If you don’t have a systematic approach to referrals, it’s time to start.

The risk of no-deal rises as the month and the quarter goes on. 60% of deals are estimated to end-up in the status-quo and become lost as no-deal. So let's remind ourselves how to avoid no-deal outcomes. 

In this lesson we look at how we accelerate the buying decision process, why we need to know this, how we can take advantage of this, and what you can do to accelerate how your customers buy.