sales process
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.
Revisiting the Buyers Journey
I can still remember the powerful inspiration I gained from my first reading of Hugh Macfarlane’s “The Leaky Funnel” – the 2003 book that first drew the B2B sales and marketing community’s attention to the concept of the buyer’s journey.
Is bad sales logic destroying your profit?
There is an epidemic in the sales industry, and it’s destroying profits. Year after year, sales effectiveness continues to decline, and while the causes are many and complex, there is one big problem that is causing way more trouble than it should.
3 ways your salespeople are multiplying by zero
Grab a ten-year-old and they can remind you of this important math concept: Any number multiplied by zero, is zero.
4 mistakes that lead to an ineffective sales process
All too often salespeople are told that in order to achieve their sales targets they need to network and build relationships, assist potential clients with decision making, or confirm joint commitments.
