Subscribe
    Subscribe to The Art & Science of Complex Sales

    sales process

    15 dos and don'ts of a profitable sales process

    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.

    by Mark Hunter

    How often do close dates move, and how does it impact your win rates?

    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.

    by George Brontén

    The new sales process

    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.

    by Dave Brock

    How to build a phone prospecting campaign

    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.

    by Mark Hunter

    5 pricing rules I wish I’d known earlier

    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?

    by Mark Hunter

    54% of buying journeys fail!

    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.

    by Dave Brock
    More Articles

    External Exposure