Randy Littleson’s Post

Is your Reframe working hard enough to disrupt your buyer's existing beliefs? Strong sales conversations depend on establishing and delivering a powerful Reframe. It’s a compelling idea that teaches your customers something new and changes the way they think about their business. In our latest on-demand webinar, two Challenger experts deliver a live Reframe review and practical guidance to build a successful Reframe.  Watch now to learn: 👉 The key elements of the six-step Commercial Insight choreography  👉 How to build and consistently deliver a powerful and motivating Reframe  👉 Effectively Tailoring your Reframe by listening to understand Get the replay: https://lnkd.in/gFerbnCi 

Is your Reframe working hard enough to disrupt your buyer's existing beliefs? Strong sales conversations depend on establishing and delivering a powerful Reframe. It’s a compelling idea that teaches your customers something new and changes the way they think about their business. In our latest on-demand webinar, two Challenger experts deliver a live Reframe review and practical guidance to build a successful Reframe.  Watch now to learn: 👉 The key elements of the six-step Commercial Insight choreography  👉 How to build and consistently deliver a powerful and motivating Reframe  👉 Effectively Tailoring your Reframe by listening to understand https://lnkd.in/gFerbnCi

Short one today... Piggybacking off of last week's rule, here's Sandler Rule #37 Asking questions is great, when asking questions is appropriate. Don't let your conversation go from curiously looking to understand, into an interrogation. "Don't get stuck in reverse" train hard, sell easy Sandler | EAM Consulting Group #salesperson #salespeople #sales #salestraining #salesmanagement

How do you measure success at seed stage? The devil is in the details when defining the metrics that will be of most value to track when scaling your company. Collecting his learnings from working with our portfolio, and years as Chief Commercial Officer (interviewing 1000+ sales reps!), Richard has penciled down a set of 10 questions that will guide you. Part 5/10 of the J12 Seed Commercial Excellence Playbook is now available!💡

🚨 DON'T MISS THIS TOMORROW! Our very own Adam Baker is putting on a FREE class to help you and your sales teams through each stage of your deals. Learn about: ✅ How to bring in additional stakeholders ✅ How to keep buyers enhaged throuout the process ✅ Exit criteria before moving through to the next stage ➕ AND MORE Sign up to see it live or receive the recording and slides! #learnsomethingnew #buyerenablement #buyerengagement #salesleadership #sales Special shoutout to Dan McDermott and the entire Vouris team!

In 2023, veteran revenue leaders are investing in proven sales methodologies. Why? Because nothing rivals consistently bringing a winning framework to every deal. But despite spending 💰💰💰 rolling out MEDDPICC, Challenger, and other methodologies – too often, adoption is poor and that investment goes to waste. Don’t let that be your team. We’re hosting a masterclass on Doubling Down on Sales Methodologies, featuring revenue experts from Challenger, BioRender, and Lavender 💜 They’ll cover tactics for how to move from theory → execution excellence when it comes to implementing sales methodologies on your team. Sign up to join us at the link below! 💥

Vendors who help build the business case typically win the business, but getting that conversation and that process started can be daunting. Want a copy of my business case development best practices? Just say "yes" in the comments below and I'll send them to you. You can also get a copy by visiting our website and joining our newsletter. Happy Selling! - Mike #businesscasedevelopment #winning

Enjoy another hour of powerful perspectives and tips as you focus on growth! Be my guest and learn from this CEO Climb Event: 1)The components of a Sales Playbook (attendees will leave with their custom-documented process to serve as a template for building the actual playbook) 2)How to demystify the recruiting and hiring salespeople (and how it blends with the overall structure of sales management) 2)Tactical strategies for improving closing ratios, motivating your sales staff, and how to create a sales system that generates long term sustainable results https://lnkd.in/gURdQV9v

Experience sometimes translates to expertise, and in our Blog, we reveal why. Explore the common pitfalls experienced sales reps encounter and learn how to guide them back to the fundamentals for steady progress. Plus, uncovers the pivotal role of a coaching culture in empowering managers to elevate performance like never before. Boost your sales team's productivity, align strategies with objectives, and cultivate a culture of excellence. Find out how: https://lnkd.in/gWiQCWH8

Salespeople, do you have a customer who is not focused on a problem that you can solve? You probably need to build a reframe. A reframe is: "a compelling idea that teaches your customer something new and disrupts the way that they think about their business." Please be sure to join us on April 11th to learn how to do so! At the very least, register for the event so you can receive the recording. #sales #salesprocess #thechallengersale