Sales Transformation – Don't Do Software Trials!
The most difficult part of an enterprise to transform is the sales organization. Many leaders see their revenue machine as a mystery black box filled with a little bit of science and a lot of art. On this, the allure of sales and marketing software tools (CRM, Methodology Playbooks, LinkedIn Sales Navigator, and social selling platforms) promise to bring increased reach, accelerated results, buyer alignment, consistency in sales execution, transparent pipeline creation, timely opportunity progression and predicable forecasting.
Will we ever start coaching our sales people?
Let me be the 2,366,714th person to point this out: sales coaching is really important. Unfortunately, it is something we continuously talk about doing, but never get around to actually implementing. We’re busy, right? There are meetings to be had, calls to make, forecasts to produce.
What is your sales value proposition? Does it work?
In today’s highly commoditised global market, if a company doesn’t have a sales value proposition then it is unlikely they will be successful and achieve growth.
6 ways to improve your B2B win rates
If you're facing increased competition, multiple stakeholders in each buying decision, longer sales cycles and rising sales costs, you are not alone. Many sales organizations need to revise both their strategy and tactics; doing more of the same will not help them reach their targets. This blog post is intended to provide a simple framework for how to best plan our execution, when engaged in complex b2b sales.
The key to great B2B sales questions - get your prospects to choose
You’re probably very familiar with the difference between open and closed questions, and how and where they can be most effectively used in the sales process. At the most basic level, closed questions allow the person asking the question to retain control of the conversation, whilst open questions hand control of the conversation to the person answering the question.
5 Questions for Better Lead Qualification in 2016
The last quarter is approaching. A new year is upon us. Soon we’ll make grand plans for everything we want to achieve in 2016. Most likely we'll start out with a flurry of activity and be surprised, yet again, that we couldn’t maintain momentum for something that was clearly unsustainable.
