sales process
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.
Sales pipeline or pipe dream?
Monday mornings start off with sales meetings and the infamous sales pipeline review. The sales manager interrogates, the salesperson fabricates and the CFO wonders how she can run a company when the sales department isn’t able to accurately forecast sales. So what’s the answer?
How to design a sales process for complex sales
Despite compelling evidence that companies with a sales process sell more, many don’t have a documented one that is consistently executed by everyone. If you don’t have a sales process, this blog post will get you started.
“Checking in” is not a next step!
For those of you that know me, this won’t be a stunning confession, but I really struggle with my impatience. I try to rein it in–I’ve stopped tapping my pen, incessantly, on tables in meetings (though my legs are bouncing up and down under the table). I’ve learned to count to 10–well maybe 100, before jumping in on a review. But my tolerance level for waiting is virtually non-existent.
