sales process
Top 15 Keys to Shortening Sales Cycles
My local Sports Radio station was discussing the age-old issue about the need to shorten baseball games. This time they want to get it done in 2015, so one might ask, "What's different this time?"
Six truths about agile sales that your organization needs to understand
Last week, I talked about implementing lean process in sales organizations. This week, I want to look at a concept that is often confused for lean selling, but that is actually very different and equally important: Agile selling.
The #1 Most Overlooked Factor In Increasing Win Rates?
Quick question: what’s the #1 most overlooked factor in increasing win rates? Hiring better salespeople? Developing more compelling proposals? Qualifying better/harder? Lowering your prices? (Answer: none of the above).
The three pillars of a dynamic sales process
Sales departments often resist formalizing their sales process because they fear that “process” will inhibit their sales team’s ability to innovate and respond flexibly to the demands of each particular sales situation. For some organizations, that’s exactly what happens. They hire inexperienced salespeople, give them tightly controlled scripts, and insist that they follow every step of the prescribed process in exactly the same manner every time.
Map out your sales process - from prospect to customer
According to Objective Management Group’s statistics from evaluating more than 850,000 salespeople in 10,000 companies, 91 per cent of salespeople still don’t have, or don’t follow a formal, customised sales process.
Building a Dynamic Sales Process
Salespeople love to complain about sales process. It limits their creativity, ties them down to reporting activities, and serves as yet another way for management to judge them. In short, they think, it’s a painful waste of their time.
