sales process
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?
5 Questions for Better Lead Qualification in 2016
The last quarter is approaching. A new year is upon us. Soon we’ll make grand plans for everything we want to achieve in 2016. Most likely we'll start out with a flurry of activity and be surprised, yet again, that we couldn’t maintain momentum for something that was clearly unsustainable.
Sales Effectiveness: 3 signs you are not speaking to decision makers
At the very beginning of the sales process, it is very important to understand who the decision makers are in the purchasing process. Sales people should never start the discussion with a buyer in the purchasing department.
3 Ways to Fix your Lead Qualification Process
The first step to fixing your lead qualification process is figuring out whether your lead qualification process even needs work. We can do it in the spirit of comedian Jeff Foxworthy – just not as funny. You might have a qualification problem if you have customers that make you think, “Someday I am going to get rid of this guy.” You might have a qualification problem if you have clients who are disappointed in the work that you do, even though you go out of your way to take care of them.
