Arming Your Salesforce to Sell Like Champions:

How to Understand Customers Better and Close More Sales

By Jack Carroll

About the Author: Jack Carroll is the founder and principal of Mentor Associates, Inc. Since 1987, Mr. Carroll and his staff have served more than 75 companies, mostly in the arena of the consultative or high ticket sale.

Every CEO and sales manager involved in a major or high-ticket sale faces three vital questions regarding their ability to close more business and generate revenue:

1. How much sales revenue am I losing to better prepared salespeople of my best competitors?

2. How can the effectiveness of my sales organization be improved to impact revenue and profitability?

3. How can I best improve customer satisfaction and loyalty in order to impact my sales results?

Strategic Sales Knowledge and Content (SKC) is the lifeblood of any high-performing sales organization involved in any high-ticket sale. This report will demonstrate its principles and effectiveness to help resolve sales force deficiencies to consistently win more revenue.

What is SKC and why is it considered vital to maximizing your chances of winning business? What are the critical knowledge pieces that you must develop? How can you tell if you need it? How can you put it together for your company? These and many other questions will be answered here.

What is Sales Knowledge and Content?

SKC is the who and the what of your selling situation. It is not strategy, process, method or skill. These are techniques or the hows . In order to be really effective, you need both the who/what and the how. You need both the knowledge and the techniques.

The problem is that most companies are giving their sales organizations the techniques or the "how" as a part of their formal sales training and followup programs. But hardly any are giving their people the who/what . If and when this knowledge exists at all in a company, it is informal, improvised and delivered ad hoc. It has not been thought out, or documented and is for the most part informal, casual and ineffective.

The Components of SKC

There are seven fundamental SKC component areas:

 In other words, SKC is not strategy, tactics, process sales technique or any of the other of the "how" elements of managing a sale... and without the "who and what" provided by SKC, none of these sales activities can take place with any degree of effectiveness. The result is lost sales revenue that should have been won.

 

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Name* Email* Privacy What others are saying about Jack Carroll and Mentor Associates sales optimization services.... "I hired Jack Carroll to act as a mentor to my VP Sales which turned out to be very productive. For 18 months we won every large transaction available in our market and Jack played a large role in that success." Gordon Quick, CEO and author "The Enlightened CEO"   "Jack Carroll has been my friend and sales mentor for more than 15 years. He has been an invaluable asset to me in multiple companies during that time. I recommend him without reservation to anyone who wants the best in sales optimization and training services Ken Jeffers, Serial Entrepreneur, Former Group President, Ziff-Davis Publishing   "I've applied the lessons Jack taught everyday for over 10 years. For what he does, you don't get any better than Jack Carroll."  John Lopez-Ona, CEO and Venture Capitalist   "Jack sets the bar high and coaches and encourages everyone to join him. He is very enthusiastic and knowledgeable; you can't help but want to excel after you spend some time with him and his team. I give Jack and his company the highest possible recommendation. As a side benefit, he is fantastic to work with and a very honorable person." Barbara Johnson, Director Business Development, Bendata, Inc.   "Jack Carroll is by far the most insightful, experienced and effective sales optimization expert that I have known over the course of my career He is the best of the best and my number one touch point in all matters related to sales force effectiveness." Jonathan Wiener, Consultant, Growth Agent Consulting "For me, Jack is the go-to person on the science and art of the effective sales process for closing big sales. Be prepared for his energy and enthusiasm - it will affect your whole company." Mark Richards, Technology Marketing Executive and Consultant  "I recommend Jack Carroll without reservation to anyone looking to maximize sales and gain a real competitive advantage."Dan Turchin, CEO, Aeroprise Mobility Solutions    "I have been in sales and marketing for over 30 years. The lessons that I learned from working with Jack Carroll have been the foundation of most of what I have done since!"   Paul S. Smith, Sales and Marketing Executive

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