Your sales process is a vital element of your success. A process that’s simple, sustainable, and scalable can make you the author of your own fate.
Recently, a partner contacted us to request a new feature in Membrain. He outlined a common problem on many sales teams - too many close dates being moved over and over again without progress and no good way to track or manage these changes.
Most of our “sales processes” are failing us. There are a couple of core reasons we’ve found. First, sales people don’t pay attention to them or execute them poorly. This post isn’t for those people.
If you’ve been following my blog series, you’ve learned some best practices for phone prospecting, as well as mistakes to avoid on the phone. Last time I shared some shortcuts to make things more efficient for you. You’ve got a great foundation, but now it’s time to build the structure of your phone prospecting campaign.
Presenting your price with confidence is vital with costs going the way they are in today’s economy. How can you maximize your revenue and avoid buckling under requests for a discount?
This data point has persisted for at least 10 years. Perhaps, if updated, it would be even worse. But 54% of committed customer buying efforts end in no decision made. It should cause all of us pause. It should force us to think differently.