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    The ABC’s of Sales Effectiveness

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    Just for the fun of it, here are my ABCs of sales effectiveness:

    A is for Alignment, between buyers and sellers and inside the company too,
    B is for Buyer, the most important person, more important than you.

    C is for Coaching, because we all need a hand,
    D is for Dynamic, like the best sales processes in the land.

    E is for Enablement, that critical sales support,
    F is for Frontline managers, whose development you can’t afford to short.

    G is for Goals, and when you know that you have missed them,
    H is for Holistic, because you know you need a system.

    I is for Intelligence, what your system should provide,
    J is for Journey (the buyer’s), which you need to understand and guide.

    K is for Knowledge, which your salespeople need,
    L is for Leadership, whose example salespeople can heed.

    M is for Management, because accountability increases range,
    N is for Nimble, because the only constant is change.

    O is for Optimize, how your selling system gets better,
    P is for Process, critical to Performance, Productivity, and Pipeline (and therefore our favorite letter).

    Q is for Qualification, which saves valuable time,
    R is for Relationships, necessary to an upward climb.

    S is for Structure, for an approach we can repeat,
    T is for Technology, that helps you to compete.

    U is for Urgency, without which the sale stalls,
    V is for Value, without which your company appalls.

    W is for Workflow, because efficiency is key,
    X is for Xerox, the birthplace of modern sales methodology.

    Y is for You, the least important person in the process,
    Z is for Zero missed forecasts, so you’ll no longer stress.

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    George Brontén
    Published September 14, 2016
    By George Brontén

    George is the founder & CEO of Membrain, the Sales Enablement CRM that makes it easy to execute your sales strategy. A life-long entrepreneur with 20 years of experience in the software space and a passion for sales and marketing. With the life motto "Don't settle for mainstream", he is always looking for new ways to achieve improved business results using innovative software, skills, and processes. George is also the author of the book Stop Killing Deals and the host of the Stop Killing Deals webinar and podcast series.

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