sales process
Is “quote, chase and pray” your sales playbook?
I just met with sales leadership at two respectable companies with yearly revenues in the billions and was completely blown away with the lack of structure, follow-up and ambition when it comes to b2b sales effectiveness.
Gartner: "Boost your sales win rates by 50% via win-loss analysis"
Most sales organisations claim to conduct some form of win-loss analysis. But according to a recent Gartner investigation, no more than a third conduct them with the proper degree of rigour.
How to shorten the sales cycle?
I recently wrote about the five most important KPIs when tracking a sales pipeline. One question that keeps coming up in discussions with sales managers is how to shorten the sales cycle.
Coaching the sales process - deal reviews
I have an obsession with strong Selling Processes. It’s an important, but misunderstood aspect of sales effectiveness. One of the things I’ve discovered as a result of my diatribes, is many sales managers really don’t know how to reinforce the sales process in their coaching and development of their sales teams. I’ve gotten a lot of questions on this topic from sales managers, and I suspect there are a lot more that are embarrassed to ask about this.
Qualify leads: 8 reasons to walk away
Every sales person knows how difficult it can be to walk away from a deal. That’s why 25% of all deals end up in “no decision”. So, how do you know when to walk away?
Selling Value During the Sales Cycle
According to a Forrester study, only 15% of sales people are capable of articulating their offering in terms of solving a business problem. It is clear that the skill to understand and communicate value is in need of huge improvement.
