sales process
The new sales process
Most of our “sales processes” are failing us. There are a couple of core reasons we’ve found. First, sales people don’t pay attention to them or execute them poorly. This post isn’t for those people.
How to build a phone prospecting campaign
If you’ve been following my blog series, you’ve learned some best practices for phone prospecting, as well as mistakes to avoid on the phone. Last time I shared some shortcuts to make things more efficient for you. If however, you are looking for a deep dive into prospecting, check out this whitepaper on prospecting. You’ve got a great foundation, but now it’s time to build the structure of your phone prospecting campaign.
5 pricing rules I wish I’d known earlier
Presenting your price with confidence is vital with costs going the way they are in today’s economy. How can you maximize your revenue and avoid buckling under requests for a discount?
54% of buying journeys fail!
This data point has persisted for at least 10 years. Perhaps, if updated, it would be even worse. But 54% of committed customer buying efforts end in no decision made. It should cause all of us pause. It should force us to think differently.
Our selling process can help our customers buy
From my earliest days as a salesperson, I’ve been taught the “sales process,” and have tried to execute that process as effectively as possible. It’s always a structured approach to engaging the customer, working with them to make a buying decision.
How to take sales coaches from good to great with sales process
Nate Tutas is a former United States Marine Corp Infantryman turned sales consultant, and we’re lucky to have him on our sales team at Membrain. He recently starred in an episode of the Sales and Cigars podcast, talking about how sales process can transform sales managers into great coaches. Here are the key takeaways from that appearance
