The new sales process
Most of our “sales processes” are failing us. There are a couple of core reasons we’ve found. First, sales people don’t pay attention to them or execute them poorly. This post isn’t for those people.
How to get a 360-degree customer view without excess overhead
Almost every CRM on the market today touts the benefits of a “360-degree view of your customer.” Being able to save everything about a customer or prospect in a central location that is accessible to everyone can provide many benefits:
How to build a phone prospecting campaign
If you’ve been following my blog series, you’ve learned some best practices for phone prospecting, as well as mistakes to avoid on the phone. Last time I shared some shortcuts to make things more efficient for you. If however, you are looking for a deep dive into prospecting, check out this whitepaper on prospecting. You’ve got a great foundation, but now it’s time to build the structure of your phone prospecting campaign.
Did your buyer say what your salesperson heard? Probably not.
In theory, conversation is easy. Humans are built for it. I say something, you hear it and respond, and I hear your response. We exchange information and both of us walk away understanding each other better.
10 steps to crushing your sales forecasts
One hundred years ago, most men and women wore hats and dressed up to go everywhere. Sixty years later, Dress for Success was founded and at the same time became somewhat of a thing where if you wanted to be successful, you needed to dress like you were successful.
Is your sales training delivering the value you promise?
Sales organizations spend anywhere from a few hundred to several thousand dollars per salesperson on sales training every year.
