B2B SALES MASTERY

The buyer-focused approach to closing more deals at higher margins

ARE YOU TRYING TO CLOSE DEALS BUT TIRED OF:

losing critical deals to the competition

not reaching your quarterly revenue goals

closing at lower prices just to get the deal

taking that stress home to your family

Tired of figuring out what you should be doing differently?

Confused about which sales approach is the most effective for YOUR business?

You must be a growth-minded business owner.

And I’m sure you’ve asked yourself this question many times:

HOW CAN I

CLOSE MORE OF THESE INCOMING B2B LEADS

WITH HIGHER MARGINS

– WITHOUT THE STRUGGLE OF FEAST OR FAMINE

I often work with entrepreneurs who know their industry and trade very well but who hate being sales-y.

 

On the other hand, they project a certain number for the quarter and regularly see the quarter go  without reaching those goals.

 

Their sales cycle is long and they invest so much without closing they feel forced to constantly have to borrow from Peter to pay Paul.

 

Cash flow soon becomes a major stress point. In their business life and their personal life.

 

Books, blogs and videos offer hope but these lead to information overload more often than not.

 

This is because in the back of their mind is one question:

 

What can I do to have peace of mind about my revenue and sales goals?

 

This question led me to debunk some myths about sales.

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MYTH #1

INCREASE LEADS:

“I need to spend more money in marketing so I have more leads coming in.”

MYTH #2

LOWER PRICES:

“I need to lower my prices to be more competitive.”

MYTH #3

BE AGGRESSIVE:

“I have to be a pushy sales person, intensely seeking the yes.”

The landscape of the buying experience has changed.

 

So our sales approach much change also.

Introducing

BUYER ALIGNED FOUNDATIONS

The 12 module program to help B2B companies close more business at higher margins.

WHAT BUYER ALIGNED SELLING IS

A B2B sales mastery program combining online learning, video practice scenarios and live one-to-one coaching.

WHAT BUYER ALIGNED SELLING IS NOT

It is not a library of online videos you watch and never execute.

It is not a consulting engagement focused on changing things that already work in the business.

It is not a primer in heavy handed manipulation, aimed at getting deals in unscrupulous ways.

It is not a library of online videos you watch and never execute.

It is not a trendy idea that will work today and be obsolete tomorrow.

It is not a firehose approach with information overload.

Next Onboarding:

August 6, 2018

Here is what you get over a period of 6 months:

ONLINE LEARNING

Our best practice workbooks detail a repeatable strategy for aligning to your buyers so you can help them solve real business problems, and then, confidently ask for the business. You will learn the mindsets and skill sets needed to sell effectively at any stage of your prospects’ decision process.

VIDEO PRACTICE SCENARIOS

To be effective takes real skill; and proficiency, internalization and adaptability. Our platform introduces specific scenarios for each module that allows you to rehearse and refine the skills that make the difference between repeatable success and recurring disappointment.

LIVE ONE-TO-ONE COACHING

Twice a month you will meet with your coach to review the content, discuss real world scenarios and apply the new mindsets and skills. Along the way you will build clarity and confidence in the right strategies and approaches to move deals forward more quickly and assuredly.

Testimonials

Steve's effective coaching methodologies have helped me identify potential client drivers and properly scope effective selling strategies. His deep passion to understand why and how decisions are made, and a commitment to deliver, are true gifts.
Steve educated me, em me and trusted me. He was a coach when warranted and helped me hold myself accountable. How refreshing to work with a true sales leader!
Steve helped me create a process that streamlined my day to day activities and make better use of my time. Focusing on the right activities not only increased my opportunities but helped to me to quickly identify which ones were real and which ones were not.
Michael W.
Regional Sales Mgr.
Loretta R.
SVP of Sales
Jason H.
VP of Sales
Here are the keys to reliable and repeatable sales success:

Module 1: Values & Principles for Long Term Success

In the first module we delve deep into the specific mindsets and principles that guide the Buyer Aligned approach to B2B selling success.

Module 2: Mapping the Buyer Journey to Effective Sales Strategies

Every decision goes through the same four stages. In this foundational module you will learn how to identify the exact decision stage each of your buyers is in, and which specific selling strategies to deploy at each stage.

Module 3: Balanced Negotiation Strategies

Negotiation can be one of the most challenging aspects of selling. We break it into simple strategies that keep the relationship balanced at all times, and allow you to win at optimal pricing and terms.

Module 4: The Importance of Effective Meeting Management

Progressing and winning a complex sale is the result of stringing together a series of highly effective meetings and calls. Learn the sales motions that ensure commitment at every critical meeting and keep momentum building all the way to close.

Module 5: Competing to Win

Learn how to demonstrate superior differentiation that targets your buyer’s real needs and priorities, and sets you ahead of your competition.

Module 6: Gaining Access to Power & Influence

Stop selling to facilitators and start selling to powerful decision makers. Learn how to connect with authority purposely and reliably.

Module 7: Qualifying and Quantifying

Develop qualifying skills that help you identify your most serious buyers, and in turn help them see the real value your solution can provide.

Module 8: Addressing Objections & Concerns

Learn how to see the buying signs buried in objections and concerns, and how to turn them into opportunities to build trust and credibility.

Module 9: Clarifying Buyer Priorities

Every buyer is unique and has a different set of priorities. Go deep in unlocking this critical understanding so your solutions can be more tailored to their specific needs.

Module 10: Creating a Solution Vision

Paint compelling pictures that create excitement with your buyers, and strong desire to continue working with you to make them a reality.

Module 11: Delivering Insight and Value at Every Turn

Learn what it takes to become a trusted advisor to your buyers, so that they engage you in more candid dialogue because of your relevant expertise and perspective.

Module 12: When and How to Challenge a Buyer’s Thinking

Sometimes a buyer is off track. Develop the critical skills needed to deftly and effectively guide them back to a more reasonable viewpoint.

FAQ

I sell B2C and need to increase sales. Is this for me?

A B2C sales process has its own intricacies that require sales skills, however Buyer Aligned Selling is specially crafted for B2B companies dealing with long sales cycles that require many interactions to close and involve higher prices per deal. Our program is a great fit in these scenarios, where revenue goals are at stake.

I’ve hired a consultant before, why try another one?

Buyer Aligned Selling is not a consulting engagement for advice only, but a wholistic and practical approach to assessing and improving your sales skills over time, starting from where you are NOW and guiding you through the right next steps for your company. Buyer Aligned Selling is a mastery program for front line sellers.

I don’t have deals coming in yet but want to learn sales first. Can I go through your program?

Buyer Aligned Selling is designed for established business owners with a pipeline. The success we achieve for our clients depends heavily on our ability to rehearse sales meetings and evaluate pipelines. If your company is not in that stage yet, sign up for our newsletter so we can let you know of any future programs.

I don’t have 6 months to spend, I need to get more sales now.

The program provides long term sales success but is also sequenced to accelerate near term results. You can expect real impact in the early stages of the program because we focus first on the strategies that have the greatest effect on deals already in play. The more you put into it, the sooner you’ll get the ROI.

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I’m a 25+ year veteran of sales leadership in small, high growth companies. I believe that sales is a very noble pursuit and have a passion for coaching and developing selling skills.

I have learned that anyone can be successful if they learn and internalize practical selling strategies aligned to proven principles. It’s as much science as art.

There is no such thing as a “born salesperson”.

I like to challenge people to think beyond their current comfort zone. Really challenge them to take another look at how and what they’re doing so they can breakout to a new gear.

Steve McCullough

Founder

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Sales is a Noble Pursuit.