sales process
B2B selling is too complex and dynamic for a formal sales process
There’s a very good reason people say that sales is an art, not a science. Considering the ever-changing complexity of the B2B sales environment, it’s reasonable to feel that a formal “scientific” sales process would only inhibit good salespeople from doing their job flexibly and well?
What to include in a win loss review process (#3/3)
“We can believe that we know where the world should go. But unless we’re in touch with our customers, our model of the world can diverge from reality. There’s no substitute for innovation, of course, but innovation is no substitute for being in touch, either.” Steve Ballmer, chief executive officer Microsoft.
Why Salesforce CRM sucks for salespeople and how to fix it
Let’s be honest. CRM is a basic necessity for every sales department, but it’s really not everything it was cracked up to be, is it? If you’ve invested in Salesforce or another major brand CRM expecting it to form the backbone of a sales effectiveness engine, you were probably sadly disappointed.
Don’t Talk Yourself Out Of It
People have an amazing ability to convince themselves of almost anything. This is great when they are facing a challenge and they reach inside and not only conceive a means of addressing the challenge, but taking extraordinary action and successfully hitting it head on and overcoming it.
Can Sales Process Win the Hearts and Minds of Sellers?
The concept of ‘winning the hearts and minds’ of your sales force is becoming popular in the world of sales training. Winning the hearts and minds of sellers happens when you give salespeople decision-making tools that remove ambiguity, create clarity of task for each seller, and equip them with tools, resources, and coaching that is highly targeted and relevant.
Why You Should Stop Tracking Win Rates (And What To Track Instead)
Traditionally, after gross revenue, tracking win rates is one of the most widely measured metrics in sales. Many studies and research projects focus on tracking win rates as a key performance indicator, and the prevailing vision is "the higher, the better." And any of my clients routinely track win rates, too.
