sales process
New Sales Process? Simplify Your 90-Day Plan
Implementing a new sales process or any type of change in your sales organization can be wrought with problems without a clear plan to drive accountability and timely completion of key deliverables.
Five qualification problems that drain your sales productivity
What if I told you that your salespeople don’t need more prospects—that, in fact, they’d be better off with fewer? A prospect who is engaged by your salesperson, but who never closes, on average uses up 60% more time than the prospect who closes. In other words, your sales team’s productivity can be sucked dry by a too-large field of prospects.
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.
