How Misreading the Buying Decision Could Cost You the Sale

Key lessons from Neil Rackham’s ‘Major Account Sales Strategy’ ‘Major Account Sales Strategy’ by Neil Rackham’s is a bible for the savvy sales professional.

Let’s Get Real, or Let’s Not Play – transforming the buyer-seller relationship

Relationships between buyers and sellers are often dysfunctional, often being motivated by fear .

How to Maximise the Success of Your Sales Calls

In the present environment, salespeople are delighted with the opportunity to meet with anybody who expresses an interest.

SELLING IS DEAD: Moving Beyond Traditional Roles and Practices to Revitalise Growth

The good news is that the market for your solution is much bigger than you think it is. The bad news is that you need a completely new way of selling in order to capitalize on it.

The Best Way to Track & Manage Your Teleprospecting Calls

There are 3 ways to track and manage your telemarketing calls each with a different impact on the effectiveness and success.

10 reasons to ditch your spreadsheets and employ a SFA/CRM system

Increasingly managers complain about the difficulty of accurately predicting what deals will close and when. However in spite of a more complex sales environment, most organizations still rely on spreadsheets to manage opportunities and forecast sales. This short article outlines some of the key reasons why a more sophisticated approach is required.

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10 reasons to ditch your spreadsheets and employ a SFA/CRM system

The most common problems with sales systems

1. Don’t give managers and their staff the information required / provide visibility, predictability and control in respect of sales and marketing 2. Out of date – functionality – usability 3

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The most common problems with sales systems

A Common Sales Language

What is the difference between a prospect and a lead?

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A Common Sales Language

The most common problems with sales process

Sales process is all the rage, but it is not a panacea and there can be problems.  Here are some of the most common problems 1. Everybody has their own way – different approach and results across the team/over time 2.

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The most common problems with sales process

The most common problems with sales process

Sales process is all the rage, but it is not a panacea and there can be problems.  Here are some of the most common problems 1. Everybody has their own way – different approach and results across the team/over time 2

Read more from the original source:
The most common problems with sales process

The new business development equation

There is a new equation to calculate the rate of success you can expect to from your business development activities.  Well, it is actually not new at all, although for many people it is newly discovered. It states the obvious – new business generated is a function of the number of sales; calls, emails, letters and meetings.

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The new business development equation

The new business development equation

There is a new equation to calculate the rate of success you can expect to from your business development activities.  Well, it is actually not new at all, although for many people it is newly discovered. It states the obvious – new business generated is a function of the number of sales; calls, emails, letters and meetings.

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The new business development equation

Don't let anything distract you from your sales tasks

Did you ever notice how 101 things will arise during the week to distract you from the sales activities you had planned – calling that prospect, arranging that meeting, following up on that proposal, asking for that referral, etc. Managers continually tell us that although sales is priority number 1 , more urgent but less important activities continuously strive to put it in second, third or fourth place.

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Don't let anything distract you from your sales tasks

Buyers Dont Care About Your Sales Process!

Buyers don’t care about your sales process!  That’s fine because chances are your sales process doesn’t care much about them either! self serving 7 steps no reference to the buyer’s buying process 83 slides no reference to the buyer’s business case 5 meetings and no clear picture of the buying team that is a pretty snap shot of what can go wrong with sales process. don’t know enough about buying underestimate just how sophisticated it has become The People Who Matter Most Care Least About Your Sales Process

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Buyers Dont Care About Your Sales Process!

Buyers Dont Care About Your Sales Process!

Buyers don’t care about your sales process!  That’s fine because chances are your sales process doesn’t care much about them either! self serving 7 steps no reference to the buyer’s buying process 83 slides no reference to the buyer’s business case 5 meetings and no clear picture of the buying team that is a pretty snap shot of what can go wrong with sales process. don’t know enough about buying underestimate just how sophisticated it has become The People Who Matter Most Care Least About Your Sales Process

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Buyers Dont Care About Your Sales Process!

Applying Business Improvement Principles To Sales

The latest buzz word is sales process and for good reason to.   Sales teams and budgets have been cut during the slowdown and to accelerate into growth Managers are compelled to do more for less, often a lot less. In the boom years a certain amount of waste and inefficiency could be tolerated, after all customers were  as plentiful and marketing budgets were deep

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Applying Business Improvement Principles To Sales

Applying Business Improvement Principles To Sales

The latest buzz word is sales process and for good reason to.   Sales teams and budgets have been cut during the slowdown and to accelerate into growth Managers are compelled to do more for less, often a lot less. In the boom years a certain amount of waste and inefficiency could be tolerated, after all customers were  as plentiful and marketing budgets were deep

Original post:
Applying Business Improvement Principles To Sales

Everybody Is Talking About Sales Process

This years hot topic among sales managers is the issue of sales process.  Now, process is not a term that one associates with manufacturing, or other areas of business, much more than with sales.  However that is changing fast. Sales once focused on the sales person, that is the individual that could ‘sell sand to the arabs’, or ‘ice to the eskimos’.  It was a art, rather than a science, indeed a black art.  However, art, even great art, is unpredictable, even unreliable – something that is very much inconsistent with meeting next quarters numbers. Terms such as ad hoc and unstructured, once traditionally associated with selling, are clearly gone out of fashion.   Managers are putting how they sell under a microscope and applying a consistent and repeatable process to optimise all aspects of winning the sale

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Everybody Is Talking About Sales Process

Your Sales Process Won’t Save You!

Longer and more complex buying decisions mean it is more difficult to predict what deals will close and when. To tackle this uncertainty, sales managers have stepped up the search for a more consistent and repeatable process for converting leads to orders

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Your Sales Process Won’t Save You!

Sales Process – Avoiding The Pitfalls

Question:  Do you want a fully documented sales process for your sales team to follow?

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Sales Process – Avoiding The Pitfalls