sales process
HBR is wrong again - social selling is not the remedy for lousy salespeople
A while back, the Harvard Business Review Blog ran this story on how social selling will benefit B2B Selling. Really? Aside from the fact that it's old news, the story contained some misleading information!
Why ‘building consensus’ is the crucial skill your sales team needs to master
Tell me if this has ever happened to you. A while back, I walked into a meeting with a prospect I thought was very close to signing a contract...
Optimizing Part Of The Selling Function, Sub-Optimizing The Whole
Recently. I read an article in which the position was put forth, “Inside sales does not have the responsibility for creating pipeline, only the responsibility for selling. They should never pick up the phone and make a prospecting call!”
Can a sales process be mistake-proofed?
In 1986, a Japanese industrial engineer by the name of Shingeo Shingo published a book outlining a revolutionary approach to quality control in manufacturing. His approach included a concept called, “poka-yoke,” which roughly translates in English to “mistake-proofing.”
Why every sales opportunity needs a regular risk assessment
If you were working in the health or social services, or in the nuclear, aerospace, oil, rail and military industries, you would be well aware of the need to perform risk assessments on a regular basis wherever there was a serious threat of a hazardous situation.
How many sales processes do you need?
If you’ve been following me for long, you may think this article is going to be about how your department needs to formalize a single sales process for everyone to follow. You would be wrong. In fact, every sales department needs at least two sales processes - and maybe more.
