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Jacques Werth

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President, High Probability Selling

48 points

MBA, We track how the top 1% of sales producers actually sell. We train salespeople and sales managers who want to sell that way. Founder: High Probability Selling.

May 3, 2012

Jacques Werth and 16 other people answered this question

What does sales want more: qualified leads or early leads?

I don't think there is general agreement about how a "lead" is defined. Therefore we don't use that term in our sales process.
There are many factors in determining when a prospect is "qualified." Statistically, *timing* is the most important factor.
You either have a ... more

Demand Generation

March 16, 2012

Jacques Werth and 6 other people answered this question

How do you identify a qualified lead?

I agree that the best prospect is "...someone who already knows about your product, know the problem they are trying to solve, and is looking to find out if your solution is the one they really need."
However, most people buy from the salesperson they ... more

Lead Qualification

March 1, 2012

Jacques Werth and 1 other person answered this question at this roundtable

Power of “Face-to-Face” in a Technology World [1/24 @ 11 am]

How have you adapted your sales strategies to meet the changing demands of what buyers want?

Prospects buy in their own time, for their own reasons. They seldom buy when you need to make a sale. Therefore, it is important to call them frequently.
Offer prospects what you are selling and ask them if it's what they want. If they say ... more

Feb. 8, 2012

Jacques Werth and 1 other person answered this question

What are some leading indicators you use as early buying signals?

When you ask the prospect if he/she wants what you're selling and the answer is "Yes." Otherwise you're probably going to spend a lot of time and effort on very few consumated sales. more

Jan. 18, 2012

Jacques Werth and 13 other people answered this question

How do you reconcile problems when selling ethically and making goal are not in alignment?

Order-splitting and invoice-splitting are common in many organizations.I don't think it is unethical or immoral. You are not responsible for that kind of action by your customers unless there is a law against what they are doing. more

Sales Management

Jan. 12, 2012

Jacques Werth and 9 other people answered this question

How to make cold prospects warm customers?

Prospects buy in their own time for their own reasons. Anything you do that tries to change that will usually result in refusal and rejection. Because of the discomfort that makes them feel, most of them will not take calls from you again.
However. a ... more

Dec. 7, 2011

Jacques Werth and 2 other people answered this question

How do you handle the sales objection of "we already have/work with ..."?

Does that mean you are willing to work with someone new, who might provide better value, or not? more

Sales Objections

Sept. 26, 2011

Jacques Werth is now following Christos Zafiropulos and 1 other person

Sept. 26, 2011

Jacques Werth and 19 other people answered this question at this roundtable

The Biggest Sin in Selling: Discounting! [9/22 @ 1 pm]

What if you are selling a commoditized product, what is the best way to differentiate your offerring?

Scott Albro wrote:
"The personal relationships that a salesperson or executive builds with the customer can provide real differentiation. This in my opinion is underestimated in the world of selling."
In about 40% of commodity buying situations, price is the defining factor. In the other 60% being ... more

Sept. 15, 2011

Jacques Werth published a post

CRM Failures: An Unexamined Cause

Information Technology

Sept. 15, 2011

Jacques Werth and 7 other people answered this question

What is more effective?: One salesperson selling all products or product-specific salespeople?

Highly effective salespeople are not interchangeable; they are rare.
Too a much larger extent, product knowledge specialists are interchangeable. In high value sales situations the latter should just be a support person for the former. more

Sales Management

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