Raybec Sales Effectiveness Blog

The Sales Effectiveness Scorecard. Invest 120 seconds and put your sales team to the test.

How The Insight Sales Discovery Process Leads to Better Sales Performance

Posted by Robert Beckerman

The Insight Sales Discovery Process™ is perhaps the single biggest change you can make to to quickly improve the sales performance of your team. It is a systematic and data-driven approach to achieving better discovery, accurate foreacasts and alignment of strategy and value with customer feedback.

Most importantly, it provides visibility on the factors that need improvement in each opportunity stage to coach your rep's sales effectiveness.

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Topics: Sales Training, Insight Sales Process, Sales Process & Performance

The Best Sales Call Ever!

Posted by Robert Beckerman


Have you ever had a review discussion with one of your salespeople that starts out, “I just had the best call!” As you proceed to ask what it was all about you hear things like: 

  • There is absolutely no way we don't get this deal!

  • They really liked me!

  • They are so ready to buy!

  • We are a shoe-in!

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Topics: Sales Training, Sales Effectiveness, Selling Value, Sales Productivity, Sales Techniques, Building Trust

Why Your Sales Training Just Hasn’t Worked

Posted by Robert Beckerman

Your sales team has been underperforming. So you figure it’s time to call sales training to the rescue, even though you know the bump in performance is only short lived. But why is that? If sales training’s job is to close the gap between your team’s current skills and the optimal skills needed for success, shouldn’t the training take care of the issue permanently? The problem with this traditional approach is that there’s no consistent support for the change in the behavior that your sales people have been trained to execute. Sales training alone won’t work - you need changes to your sales team’s workflow.

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Topics: Sales Training, Sales Effectiveness, Sales Productivity, Insight Sales Process

How to Increase Sales by Turning Your Sales Reps Into an Insight Sales Team

Posted by Robert Beckerman

If you’ve followed this blog, you are probably already familiar with the benefits of the Insight Sales Process™. It is perhaps the single biggest change you can make to positively impact the sales effectiveness of your team.

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Topics: Sales Training, Insight Sales Process, Sales Process & Performance

5 Ways to Build Rapport that Increase Sales Outcomes

Posted by Robert Beckerman

When dealing with any buyer, making sales is about more than just the product or service offered. It's also about building trust. When you build a solid, lasting relationship with buyers, they are not only more likely to make an initial purchase for the company they represent, but they are also more likely to return to you for additional products and services in the future. Below are five ways your sales team can build rapport with buyers and increase overall sales effectiveness. Some of these might seem obvious to seasoned sales managers but are often overlooked and under utilized.

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Topics: Sales Training, Sales Effectiveness, Sales Process & Performance

Retraining Your Sales Team To Increase Sales

Posted by Robert Beckerman

Sales is a unique profession. There are few jobs that require an individual to possess the level of product knowledge, finesse, and innate understanding of the human psyche as high-level sales. As a result, it can sometimes seem as though each salesperson must develop his or her personal methods and style. This brings a difficult question to any manager of a large sales team: how do I improve the performance of my sales team without destabilizing the very attributes that make them successful in the first place?

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Topics: Sales Training, Sales Effectiveness, Insight Sales Process

4 Reasons Why Teaching is the New Selling

Posted by Robert Beckerman

The business landscape has changed. Buyers are now highly informed and as a result they are less likely to be open to meaningful engagement. This puts your reliance on the consultative sales process under great pressure. Here are the top 4 reasons you should consider teaching your secret weapon in sales and marketing.

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Topics: Sales Training, Selling Value, Insight Sales Process

Is the Customer Always Right?

Posted by Robert Beckerman

For far too long, salespeople have been operating under the belief that the customer is always right—even when they’re wrong. It wasn’t considered “good business” to argue with a customer, or to point out their mistakes. While it’s not a good idea to insult a customer, differentiating your team may be enhanced by your willingness to point out a customer’s mistakes or oversights. If your sales team is having trouble meeting goals and hitting targets, it could be partially due to an outdated view of their role regarding the customer. If they’re still acting only as problem solvers, then you’re the one with the problem. The role of the salesperson has greatly expanding and those who don’t keep up will be left behind.

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Topics: Sales Training, Insight Sales Process, Customer Development & Retention

5 Steps to Becoming a Networking Champion.

Posted by Robert Beckerman

Networking is at the heart of any successful sales endeavor, whether you're looking for new salespeople, trying to generate leads, or converting prospects into clients. Successful networking will attract qualified salespeople to come to you, bring leads to your doorstep, and give you the tools and information you need to increase your conversions. If you've been involved in sales for a while, you've probably already learned the basics of networking. However, to take it to the next level, you need to learn the tips and tricks of networking champions. Once you've become a networking champion, you'll find much of your work already done, and success will be much easier to achieve.

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Topics: Social Media, Sales Training, Successful Networking, Networking, Sales Process & Performance

3 Reasons Why Your Sales People Are Not Qualifying Sales Leads Effectively

Posted by Robert Beckerman

Gone are the days when simply qualifying a prospect was enough; now sales people must be much more sophisticated to move the lead through the early stages of sales cycle. If your sales people are not qualifying sales leads effectively, time and sales are being lost. Following are three reasons why your sales people might not be effectively qualifying their leads and suggestions for how to remedy the cause.

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Topics: Sales Training, Lead Nurturing & Conversion, Pipeline Management, Sales Process & Performance