Rachel Clapp Miller

  • 7 Questions to Ask Before You Move Forward With a Sales Opportunity

    This post originally appeared on the Force Management Blog. To read more content like this, visit the blog here. Consistently enforced qualification criteria is a cornerstone to any great sales process. As a sales leader, It’s important to provide a mechanism to ensure that sales opportunities warrant the investment of your sales team’s time and resources.

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  • 5 Tips For Giving Better Feeback to Your Sales Team

    This post originally appeared on the Force Management Blog. To read more content like this, visit the blog here. Providing constructive feedback to your sales team is an integral component of being a sales leader. As a sales manager, you're charged with training, motivating and counseling sales professionals on a daily basis.

    Rachel Clapp Miller/ The IMPACT Blog- 13 readers -
  • 4 Seller Personas That You Don’t Want Your Salespeople to Fall Into

    This post originally appeared on the Force Management Blog. To read more content like this, visit the blog here. The B2B sales conversation is a complex dance between seller and buyer. One misstep, and the whole conversation can be knocked off balance. But sellers who are able to maintain a steady selling rhythm and keep value at the forefront during the conversation are f ...

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  • Is Your Sales Process Aligned With the Modern Consumer?

    This post originally appeared on the Force Management Blog. To read more content like this, visit the blog here. B2B buyers are increasingly using resources other than a salesperson to get their information about your products. Consider these stats: 67% of the buyers’ journey is now done digitally (Source: SiriusDecisions) 87% of B2B buyers say online content has a major to ...

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  • Want to Improve Your Sales Process? Follow These 5 Steps

    This post originally appeared on the Force Management Blog. To read more content like this, visit the blog here. Value-Based Selling demands an understanding of the stages of a basic buying process. Articulating Requirements Evaluating Options Committing to a Course of Action The role of the sales rep, then, is to progress the buyer through these stages in a way that leads a ...

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  • 4 Ways to Integrate Social Selling Into Your Sales Process

    This post originally appeared on the Force Management Blog. To read more content like this, visit the blog here. It’s no longer a bold statement to say that your organization needs to be in the social game if you plan to achieve optimal sales productivity. Social media helps sales organizations drive pipeline by (1) engaging with buyers earlier in the sales cycle, (2) maint ...

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  • The Actionable Advice You Need to Overcome These 3 Sales Challenges

    This post originally appeared on the Force Management Blog. To read more content like this, visit the blog here. Even the most experienced salespeople can find themselves in the middle of a challenging sales opportunity that they’re struggling to either move ahead or close. With that being said, we've decided to break down three common sales scenarios and provide you with so ...

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  • What Makes a Sales Conversation Stand Out?

    This post originally appeared on the Force Management Blog. To read more content like this, visit the blog here. If you’re a veteran seller, you likely appreciate a good sales conversation. So what makes a sales conversation stand out? One that’s focused on customer needs and the unique value your solution provides. ...

    Rachel Clapp Miller/ The IMPACT Blog- 9 readers -
  • What it Takes to Close More Sales

    This post originally appeared on the Force Management Blog. To read more content like this, visit the blog here. Effective value-based selling starts with a sales conversation focused on solution value and differentiation in a way that ties back to the customer’ ...

    Rachel Clapp Miller/ The IMPACT Blog- 23 readers -