How to increase the rate of flow in your sales system
If you visualize your sales as a pipeline, with leads going in one end and revenue coming out the other, it’s easy to see that the rate of flow through that pipeline matters.
How companies set up their managers to fail at coaching
I was talking with a worldwide head of sales and their sales enablement team. They said they want their managers to start proactively coaching effectively and consistently. Throughout the conversation, everyone kept making a similar comment. “WE WANT ALL MANAGERS TO COACH 70% OF THE TIME.”
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.
