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    sales process

    From Sales Process to Buying Journey

    The idea of a “sales process” has been around since long before I was offered my first sales role. The concept has been heavily promoted by the mainstream sales methodology vendors and adopted with varying degrees of effectiveness by many sales organisations.

    Stop your churn and grow faster with a customer success mindset

    Every year, businesses lose billions of dollars in sales due to bad customer service. In 2016, a survey from NewVoiceMedia quantified the amount of money lost that year by US businesses at roughly $62 billion.

    What Problem Is The Customer Trying To Solve?

    Pause for a moment. Look at your qualified pipeline. Start at the bottom. Can you identify the problem the customer is trying to solve? Or the opportunity they are trying to address?

    The Most Successful Negotiation is The Negotiation That Isn't Needed

    The last few years it seems that each time it snows, even a little, they cancel school.  Are school officials convinced that parents and bus drivers will put kids' safety in jeopardy because snow is falling? 

    The Harder the Questions; The Easier the Sale

    Have you ever left a sales appointment and wished you had said something else? Or have you ever debriefed a sales rep’s call and find they didn’t ask the next logical question, and now critical information is missing?

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