1. Aligning sales and marketing around the wrong measures can create some lively conversations between the two groups.

    http://www.visiongroupmn.com/sales-marketing-alignment.htm

    The best of breed have demonstrated the mutually agreed upon definition of what is a "Sales Ready Lead" is important in the alignment of sales and marketing. In addition, the measurements around "when" a lead is sales ready are part of the foundation of successful nurturing programs.

    If Sales is driven to close sales based on their measures and Marketing is driven to obtain more leads based on their measures. What bad things can happen around the "quality" of sales ready leads provided by marketing and the attention Sales gives to general marketing leads?

    http://www.visiongroupmn.com/Articles/consultative-sales-marketing.htm

    # vimeo.com/27943524 Uploaded 32 Plays 0 Comments
  2. http://www.visiongroupmn.com

    A discussion on the shifting concerns of individuals making Business to Business buying decisions. What a consultative sales person can do to help the individual make a good buying decision as they become concerned about 1) Their needs, 2) The cost of changing their business operations, 3) The solutions they need, & 4) The risk of making a buying decision.

    http://www.visiongroupmn.com/consultative-selling.htm

    # vimeo.com/27941806 Uploaded 53 Plays 0 Comments
  3. A discussion of a Business to Business complex sale and how you as a consultative sales person can help multiple buyers through a decision cycle.

    This narrated article discusses the initial discovery portion of the three phases of a complex sale. Helping the individuals in a buying committee create a vision of a solution based on value for their area, as well as the total company.

    The 3 primary phases of making a buying decision are:
    Discovery
    Evaluation
    Commitment

    http://www.visiongroupmn.com/consultative-selling.htm

    # vimeo.com/27941157 Uploaded 64 Plays 0 Comments
  4. No longer is effective prospecting just a numbers game. After 30 years of training sales people, we now know that developing connections is actually teachable, explains Mike Bosworth, Best Selling Business Author of the books Solution Selling and CustomerCentric Selling.

    Webinar Take aways:

    • How to connect with potential buyer's quickly
    • Why buyers don't like answering questions
    • Why "left brain" thinking can derail buyers
    • Why "whole brain" thinking 'Connects, Inspires & Influences Buyers'
    • 3 stories every salesperson should have ready to go

    http://www.visiongroupmn.com/mike-missing-link.htm

    # vimeo.com/12438116 Uploaded 286 Plays 0 Comments
  5. Effective Prospecting leads to the Best Buying Experience. Let me tell you a story about Chris. Chris found that selling was still just a numbers game. Each of his sales calls started with the same message: "At ABC Co., we're the world's leading..."

    Chris is now a Story Leader. He is calling on a new buyer and, as expected, the buyer raises the Barrier. This time Chris is prepared...

    http://www.visiongroupmn.com/effective-prospecting-workshops.htm

    # vimeo.com/12403001 Uploaded 40 Plays 0 Comments

Vision Group

Vision Group

With our continued association with Mike Bosworth we are offering a new training program designed to help sales and marketing personnel improve their effective prospecting.

Our customers are using consultative sales methodology combined with the ability…


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With our continued association with Mike Bosworth we are offering a new training program designed to help sales and marketing personnel improve their effective prospecting.

Our customers are using consultative sales methodology combined with the ability to develop a human connection via the power of story, which leads to the best buying experience for their new and existing prospects/customers.

http://www.visiongroupmn.com

Customers tell us we help train and educate their personnel on what their best do naturally. Telling stories woven with how their products/services are used by their customers to help satisfy their needs, while using empathetic listening skills during needs discovery to connect with prospects/customers.

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  • Kevin Popovic

    Looking good, fellas. We look forward to more videos that teach your sales strategies.

    by Kevin Popovic

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