From sales process to buying journey
The idea of a “sales process” has been around since long before I was offered my first sales role. The concept has been heavily promoted by the mainstream sales methodology vendors and adopted with varying degrees of effectiveness by many sales organisations.
Stop your churn and grow faster with a customer success mindset
Every year, businesses lose billions of dollars in sales due to bad customer service. In 2016, a survey from NewVoiceMedia quantified the amount of money lost that year by US businesses at roughly $62 billion.
Sell to prospects who WILL buy (Instead of those who 'should' buy)
Your solution is great. You know the narrative of the type of buyers who buy. You’re writing appropriate content and getting it out to the right demographic. But you’re still closing less than 5% from first contact and spending a ton of resource finding different ways to touch the same people as your competition touches – in hopes that you’ll have the right message that catches them at the right time, or just grind them down.
Can purpose help you sell more in b2b?
In the retail world, talk of “purpose-driven organizations” is all the rage. Millennials and Gen-Z’ers, they say, care more about purpose than previous generations.
What problem is the customer trying to solve?
Pause for a moment. Look at your qualified pipeline. Start at the bottom. Can you identify the problem the customer is trying to solve? Or the opportunity they are trying to address?
How to make sales investments add up to more
Dear Company Leader,
I see you. You’re frustrated by your sales organization. By its lack of growth. The missed forecasts. Failing to meet targets.
Your sales leaders send people to training, and nothing gets better. They invest in new tools, but the problems remain. You pour tons of investment into strategic consulting and big, fancy new initiatives, only to have them peter out and yield nothing or less than nothing.
