sales management
You Cannot Manage What You Don’t Understand
Even companies that enjoy the luxury of clearly superior products, realise that those products will not sell themselves. As a minimum, companies need a sales force comprised of skilled professionals who understand the application of the product range, have an in-depth knowledge of their customer base, market sector and of course the competition. But even all these elements together are not sufficient to ensure optimum performance levels and profitable sales.
Organizing sales process workflows within your CRM
User adoption is one of the most frequently cited barriers to sales process effectiveness. According to many estimates, CRM adoption rates hover around 25% or lower on average. These are appalling numbers.
The Ten Laws of Strategic Selling
Definition: Strategic Enterprise Selling: The process of engaging early at the most senior levels, aligning with political and economic power, in addressing the most serious problems or opportunities. Then architecting solutions with unique compelling value while setting an agenda that disadvantages or eliminates competitors.
Is your sales process a strait jacket? Or your best sales enablement tool?
It’s no news that a well-designed and implemented sales process makes sales teams more effective. According to CSO Insights’ Sales Performance Optimization Study, sales process related challenges are #2 on the list of sales execution challenges, right after “generate more leads”.
The Only Two Reasons Why Salespeople Fail and What to Do About Them
This may sound simplistic, but there are really only two reasons why salespeople aren’t successful:
A brief history of modern sales methodologies for sales leaders
Before psychology selling, before needs and pains and solutions and strategies, there was phrenology: The science of selling cars based on the size of a customer’s forehead. No wonder car salesmen gained a bad reputation.
