The 5 Steps to Immediately Increase Your Win Rates with Harry Kendlbacher

Higgle: The B2B Sales Club

Content provided by Mike Lander. All podcast content including episodes, graphics, and podcast descriptions are uploaded and provided directly by Mike Lander or their podcast platform partner. If you believe someone is using your copyrighted work without your permission, you can follow the process outlined here https://podcastplayer.com/legal.

2M ago 30:23

MP3•Episode home

Get ready to learn the 5 transformative principles that can elevate your B2B sales performance to new heights!

Harry Kendlbacher, CEO & Managing Partner of Global Performance Group, has a wealth of experience and innovative strategies to enhance B2B sales, especially in unpredictable economic climates. Together in this episode, we explore the nuances of decision-making in sales, emphasizing the hidden costs of inaction. Harry reveals the 5 principles that he has directly seen increase win rates, providing a fresh perspective on what it truly means to drive high performance in sales.

Continuing on, we further uncover the art of crafting effective B2B sales strategies and negotiation skills. Harry and I dissect the critical elements of deal qualification, along with the importance of aligning with an ideal customer profile. We challenge the myth that negotiation is merely a final step, showcasing that early strategic agreements can significantly boost win rates. Our conversation then shifts towards transforming sales tactics into strategic client engagements, stressing the importance of urgency and understanding decision making drivers. Harry also shares valuable insights on mentoring salespeople in the world of remote work.

Topics covered during this episode include:

Why addressing the cost of inaction is crucial in boosting sales cycles.
How effective deal qualification should align with the ideal customer profile.
Why negotiation should not be viewed as just the final step of the sales process.
How key agreements can transform sales processes from robotic routines to strategic engagements.
Why sales teams should focus on understanding what really drives decision making.
How mentoring salespeople in a remote-first environment can enhance their competence and confidence.
Why practicing negotiation skills is vital for building salespeople's effectiveness.
How the Kraljic matrix can help in understanding supplier positions during negotiations.
Why moving beyond traditional sales methods is essential for sales success today.
Why avoiding premature problem-solving can lead to richer client discussions.

Don’t miss the secrets shared in this episode on how to drastically increase your win rates!

Harry Kendlbacher on LinkedIn: https://www.linkedin.com/in/harry-kendlbacher-77a9659/

99 episodes

#Entrepreneur #Business #Mike Lander