sales process
Is Your Sales Process All About You?
While conducting a sales process assessment, I listened with surprise while a sales rep told me that he often sends out proposals to customers who aren’t ready for them yet. When asked why, the rep replied...
Ten Keys to Achieving This Year’s Top Sales Priorities
The RAIN Group Center for Sales Research has released a sales performance study featuring interviews with 472 sales executives, and the results are illuminating. Among other things, the study asked participants, who represent companies with sales forces ranging from 10 to 5,000-plus sellers, to rank their priorities for 2016.
Four Reasons Why a Sales Process Will Never Work
Let me begin by saying that I believe in having a great sales process. At the same time, I do not believe that a sales process is going to provide any value. I have seen way too many sales teams try to anchor their entire strategy on the implementation of a sales process. And it's just stupid foolish such a colossal waste of effort. (Man, I can tell already that this is going to be a rant - sorry)
A Practical Guide to Implementing Effective Sales Process
As we discussed last week, very few companies currently have an effective, actionable sales process in place that meets the needs of the current market environment for their industry. This failure of sales process has led to a global sales effectiveness crisis that gets worse every year rather than better.
Four Ways Your Sales Process Is Failing
When I ask sales managers whether their company has a sales process, most say, “Yes, of course.” When I ask them to describe it, few can demonstrate a clear and actionable command of that process. In most cases, salespeople and managers from the same organization will describe vastly difference stages, milestones and steps, indicating that the company has no shared view of the process at all.
Stop Killing Deals
Can One Simple Change that Decreases Patient Death Rate by 47% Work for Sales Too?
