sales enablement
Better sales forecasting - a very short primer
Ask any B2B manager about the joys of sales forecasting. Most likely, they won’t respond “I thought you’d never ask!” and excitedly explain how much they look forward to it every quarter.
Bye bye, BANT? A round-up of new qualification frameworks
BANT. You’ve heard it a million times. It used to be the go to acronym for prospect qualification – failing to clearly establish a potential customer’s budget, authority, needs and timeframe early on would result in long sales cycles and low win rates.
A CRM alone won’t fix your sales management problem
It seems that I have been in many conversations lately about Customer Relationship Management Systems, or CRMs. I have spoken with a variety of business owners and sales team leaders who are inquiring about the “best” CRM for their situation. What most are really looking for is a magic bullet to make their salespeople do the right activities to generate enough business.
Social Selling or Antisocial Selling?
I was talking with my niece, who’s in her early 20s, about how technology has changed how people communicate. She came up with an interesting anecdote: The first line many guys use when approaching her in a bar is, “Are you on Snapchat?” Her reflection was that they are more comfortable going around the corner and sending a chat message than talking to her face to face.
The price and value relationship - 4 tactics to employ
Over the past 6 months, how many times have you heard somebody say “We have to add/deliver/sell/prove value!”. Most likely, it’s somewhere in the high 30s. Thanks for the concrete advice on how not to sell on price.
Sales CRM or Sales Enablement Software?
Everyone needs a CRM, right? But what is it? And for whom was it really designed? Storing information about customers in a central database was a break-through decades ago, but is it enough today? Will storing contact information and tracking activities actually help you sell more in today’s sales landscape?
