sales process
What is your opportunity definition?
Let’s start with a quick experiment: select an opportunity from the early stages of your pipeline right now.
Who calls the shots? Understanding decision making committees
Much has been written about changing buyer behaviors, the automation of transactional sales and the sales profession’s continuing march towards increased irrelevance and inevitable extinction.
3 steps for successfully targeting and segmenting your customers
Success in B2B sales has little to do with individual behavior and professional selling skills. It depends on sales leaders’ ability to set the right direction and to empower the organization with the right tools. One tool is a customer segmentation and targeting model. Here are three steps to help you build a successful customer segmentation and targeting model.
Content in context – the sales perspective
In the sales enablement space, “content in context” is a commonly used phrase. However, what does it really mean? Even more important, how should it best be applied to help sales people consistently reach their quota?
Are You Aligned With Where Your Customer Is In Their Buying Process?
A friend called me for advice today. He’s a great sales person, a big deal hunter. He wanted to review a deal strategy and call plan he was making on a CTO at a very large, fast growing prospect. His colleagues had been working with the CTO’s team. By far, they were the front runners for their first piece of business with this customer. By itself, it was a big order, but his colleagues saw a lot more potential in the account.
Playbooks and the automation of deal level strategies
Sales playbooks have become increasingly popular as a way to improve sales enablement and, by extension, sales execution. Before we delve into the details, let’s take a page from Vince Lombardi and start with the fundamental question: What is a sales playbook?
