sales process
Is sales "process" really the right metaphor?
The term “sales process” has become an almost universal cliché (and yes, I have been as guilty as the rest). Research is regularly published to prove that organisations with a defined “sales process” outperform their less well organised competitors.
Where is your prospect in their buying journey?
One of the main reasons why apparently well-qualified sales opportunities fail to close or move forward is that the sales person is so intent on pursuing their sales campaign that they fail to accurately diagnose where their prospect is in their buying journey.
Moving from Selling as an Art to Selling as a Science
We seem to be approaching or passing the tipping point where leading sales practitioners view successful selling as a disciplined, focused, engineered approach to engaging and creating value for customers. Stated differently: we're moving more toward selling as a science.
How to increase win rates 2x with structured buyer alignment
Year after year, study after study, the data confirms that a buyer aligned sales strategy improves win rates, quota attainment, and overall sales performance. For instance, this CSO Insights study indicates that the implementation of a formal or dynamic buyer alignment improves win rates from 40.5% (for no alignment) to 53%. Our client Analitek doubled their win rates.
Why having a budget isn’t always a positive qualifier
John Holland of CustomerCentric Selling® makes an interesting point in a blog article. Many sales people who have been brought up on an over-literal interpretation of BANT may believe that the absence of a budget for a project should be a reason to disqualify an opportunity.
Opportunity qualification is a continuous process
If you’re involved in complex, lengthy and high-value B2B sales environments, you can’t afford to regard opportunity qualification as a one-off exercise. You need to think of it as an ongoing process, in which you continually accumulate new learning as well as regularly revalidating any previous assumptions.
