B2B sales = change management
Working with complex b2b sales is really about change management. You are helping people make the improvements needed to move their business in a positive direction. However, in order to improve, they will need to change how they do things and you are interrupting their status quo. The more risky and cumbersome they perceive this change to be, the more complex the deal becomes.
Why doesn't sales methodology get more attention?
According to FreeDictionary.com, the original definition of Methodology is, "the theoretical analysis of the methods appropriate to a field of study or to the body of methods and principles particular to a branch of knowledge." Over time, the definition has changed and one present day version is, "A body of practices, procedures, and rules used by those who work in a discipline."
Efficiency, effectiveness and the role of CRM
Quick – what’s the difference between efficiency and effectiveness? Don’t worry, these two words can confuse us. Efficiency measures how fast you do something, while effectiveness tells you how useful your efforts are towards reaching an intended end result.
Stalled deals
We all have them, we know what they look like. They’re stuck. We look at aging reports and see them staying in the same stage of the pipeline, not moving forward, getting older, moldier as time passes. Sometimes, I see entire pipeline’s clogged up with stalled deals–I feel like calling “Roto Rooter.” The longer a deal is stalled, the less likely it’s going to happen.
There are a lot of things that cause deals to stall, let me review a few that seem to be the biggest–with some ideas about how to free them up.
Pass the baton, not the blame
Ever heard of sales and marketing not getting along? You’re not alone. Aligning marketing and b2b sales has quickly become a top priority for companies around the world. What’s the perceived problem, in 50 words or less?
The journey to B2B sales excellence
Welcome! This blog is intended to share thoughts on how to elevate the sales profession – specifically within complex b2b sales. Our goal is to be a catalyst on the journey to b2b sales excellence.
