sales process
The price and value relationship - 4 tactics to employ
Over the past 6 months, how many times have you heard somebody say “We have to add/deliver/sell/prove value!”. Most likely, it’s somewhere in the high 30s. Thanks for the concrete advice on how not to sell on price.
3 sales fundamentals to master
In the world of more complex b2b sales, where an investment in your product or service will actually require changes in the organization – I would argue that the fundamentals for success are still the same, despite the Internet and new technologies.
Why sales processes need to support artisans not create automatons
The evidence that formalised sales processes improve sales performance is absolutely overwhelming - a raft of studies have shown that companies that have implemented structured sales processes outperform companies that haven’t by anything from 20-45% or more. So why are so many companies still so reticent?
A scheduling service gets you more meetings
In sales, getting quality time with b2b prospects and customers is a top priority. In fact, scheduling meetings is one of the main tasks for a sales professional and can be very tedious and time-consuming.
Are long sales cycles better?
According to Miller Heiman Institute’s 2015 Sales Best Practices Study, world-class sales teams report longer sales cycles. About 18% more world-class sales performers report longer sales cycles, compared to previous years. This can be surprising when we normally see shorter sales cycles as a sign of good sales performance.
What is your sales pipeline definition?
Do you have a clear sales pipeline definition? Unless you do, you will struggle to track your sales effectiveness and continuously improve your efforts. With some techniques and improved prospecting and qualification criteria you can reshape your team's sales funnel into a sales tunnel.
