sales process
The Most Overlooked Lever For Improving Sales Growth
When we talk about sales improvement, we often focus on one of these big three: Payroll and compensation, training and enablement, and the tech stack. But in many cases, there is a bigger drain–and a bigger opportunity– that most companies aren’t even using: Workflows.
Do We Even Need A Sales Process?
If no one is using our sales processes, do we even need them? Are we just wasting a lot of time?
How to Not Be Cannon Fodder
One of my pet peeves is salespeople sending out proposals too soon. You’ve heard me talk about it before. In complex sales, proposals should never be the first thing you send, unless it’s with an existing customer who already knows you and knows they’re ready for something specific from you.
Rethinking the Sales Pipeline: From Seller Stages to Buyer Journeys
For decades, sales pipelines have been built around the seller’s activities. Familiar stages like discover, qualify, demo, propose, negotiate, close are deeply embedded in most CRM systems, forecasts, and reviews.
You Can Fly a Plane in Five Easy Steps (And Other Ridiculous Lies We Tell Ourselves)
I was on a call recently with a very smart sales leader with a strong vision for how he wants his company to sell. His approach is proactive, ambitious, and thought-out. He knows which data points to track, how to create reports, how to guide his sales team, how to position the company, which methodologies he wants to use, and what the optimal sales process looks like.
Sales Process or Sales Methodology? What’s the Difference, and Does it Actually Matter?
The complex sales world is littered with jargon that is so often repeated that they lose their meaning. But when these same terms are treated not as jargon, but rather become clearly understood, they can become key differentiators for your sales team.
