Raybec Sales Effectiveness Blog

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

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

How to Improve your Prospect’s Buying Process

Posted by Robert Beckerman

We need to stop focusing on making it easier for our sales reps to sell and instead focus on making it easier for our prospects to buy. Understanding and improving a prospect’s experience throughout the new buying process is critical to success.

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Topics: Great Customer Service, Selling Value

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

Price is Always an Issue When You're Not Selling Value

Posted by Robert Beckerman

price-is-always-an-issue-when-youre-not-selling-valuePrice is by far one of the most common objections that sales people encounter, and there is a reason for it: Price is always an issue when you are not selling value. Not selling value means that the prospect does not have a clear idea of how a product or service benefits his or her organization on the bottom line or at the top line, and therefore does not have a compelling reason to accept the price/value relationship. Learn more below about why price is always an issue when you are not selling value, and what you can do to change the dynamic.

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Topics: Price, Sales Effectiveness, Selling Value, Lead Nurturing & Conversion