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Christian Maurer

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Sales/Marketing, The Umltimate Sales Executive Resource

417 points

Consultant, Coach and Trainer for B2B Sales Leaders to improve the productivity of their teams with modern philosophies.

Member of:
The Global Sales Council on Top Sales World
GSII (Global Sales Science Institute)

Jan. 5, 2012

Christian Maurer and 3 other people answered this question

Segmenting accounts - what are your reasons and objectives and which criteria do you use?

I see the main purpose in segmenting accounts to align your investment (dedicated personnel, executive involvement etc.) in selling efforts with the customer's investment (same things) in buying efforts.
There are actually two zones which are to avoid. The zone where you invest a lot ... more

Key Account Management

Sales Enablement

Sales Management

Dec. 5, 2011

Christian Maurer and 5 other people answered this question

Why do CRM vendors insist on associating unproven (and untested) probabilities with sales stages?

Reading the discussion, I think we first have to be clear about what the percentage associated with a sales stage is supposed to mean.
If it is meant as the win probability of a deal at the particular stage, I agree with Dave Brock that it ... more

Oct. 2, 2011

Christian Maurer is now following Ralph Masengill and 15 other people

Sept. 10, 2011

Christian Maurer and 4 other people answered this question

At what point should price become part of your conversation with a prospect?

As soon as the cost of the problem to be solved is established there is a context in which price can be mentioned.
Mentioning price early allows the seller to set an anchor for the rest of the discussion. There is empirical evidence that whoever ... more

Sales Management

Aug. 24, 2011

Christian Maurer and 2 other people answered this question

Increasing predictability or maximizing quarterly revenue; Which should sales managers focus on?

Taking the managers focus away from quarter end is a good thing. Order input becomes more steady and predictable. As Dave I do though not see, why this should go to the detriment of maximizing revenue.
Another observation. It might though seem just semantics but ... more

Sales & Business Development

Sales Management

Aug. 19, 2011

Christian Maurer and 6 other people answered this question

Account plans:What are your best practices to make them a strategic sales tool to increase business?

Alex,
I think asking this question is an effective way to move towards outcome based selling which when done right has the positive effects you stated. more

Sales Enablement

Sales Management

Sales Operations

July 19, 2011

Christian Maurer and 11 other people answered this question

What sales book would you recommend and why?

"Slow Down, sell faster" by Kevin Davis. A very practical guide how to approach selling with the customer in mind.
"SNAP Selling" by Jill Konrath is very complementary and provides great insight on how to add value to customer interactions.
"Selling to the C-Suite" by Nicholas A. ... more

July 15, 2011

Christian Maurer and 8 other people answered this question

What is the state of the sales enablement movement?

My sincere apologies to Tamara for calling her Tania throughout my answer!

Content Marketing

Sales Enablement

June 1, 2011

Christian Maurer and 6 other people answered this question

When you think of sales enablement, do you think of it as a more tactical or strategic endeavor?

Bryce,
I think Sales Enablement has first a strategic component. The goal is to enable sales people to have the right conversation with the right people at the right moment (sales fluency). To achieve this, there are several stakeholders often working within their own silos that ... more

Sales Enablement

Sales Management

May 27, 2011

Christian Maurer and 3 other people answered this question

Sales Model, Sales Deployment Model, Sales System, Sales Process....

Dave, Alex,
thank you both for your valuable insights.
I have a similar understanding of the term 'sales process'.
You both seem to also convert on the meaning 'sales model' and 'sales deployment'. This is more of a surprise to me. I am used to the ... more

Sales Management

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