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Friday, September 30, 2011

The 5 Key Capabilities of a Stellar Sales Professional


Selling is a lot harder than it used to be, there's no denying that. Yet we all know that one Ace that out sells everyone in the office. You know the one that's walked away with the top sales award three years running while the rest of us clamor to get more deals in the pipeline.

Well, there are a few key capabilities that set that stellar performer apart from the herd.
  1. They take control of the sale
  2. They teach their customers
  3. They tailor their sales message to the customer
  4. They dominate the world of complex "solution-selling"
  5. They drive sales and deliver customer value in any kind of economic environment

This type of sales professional is called a Challenger, defined as a salesperson who uses their deep understanding of their customers' business to push their thinking and take control of the sales conversation. A Challenger is not afraid to share even potentially controversial views and are assertive — with both their customers and bosses.

"Challengers win because they've mastered the complex sale, not because they've mastered a complex economy. Your very best sales reps — the ones who carried you through the downturn — aren't just the top performers of today but the top performers of tomorrow, as they are far better able to drive sales and deliver customer value in any kind of economic environment. For any company on a journey from selling products to selling solutions, the Challenger selling approach represents a dramatically improved recipe for driving top-line growth." (SOURCE: Harvard Business Review)

Pick up a few actionable tips on how to transform your sales team into an award winning solutions-selling team by clicking READ MORE.

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Kelliann McDonald is an award winning marketing and public relations strategist, personal branding coach, rainmaker and community advocate. A recognized brand motivator, McDonald connects people and ideas by designing tailored and engaging marketing communication campaigns for businesses looking to create a competitive advantage in today’s ever-evolving marketplace. Follow her on Twitter at @KelliannMc.
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