sales management
Closing Is Usually Not The Problem In B2B Sales
A while back, I was working with a client that provides brilliant cloud solutions with a compelling business case. When I asked what their biggest challenges were within the sales team they said: "Many of them can't seem to close... they want better closing techniques."
Four Traps Your Sales Process Must Avoid
If you’ve been following me for long, you know I talk a lot about the importance of sales process. So, you may be surprised to hear me say that sometimes the sales process is the very thing that kills the sales organization.
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”.
