sales process
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.
B2B Sales: Is your funnel fighting fit or fundamentally flabby?
The “funnel” is one of the most powerful metaphors in B2B sales and marketing. It describes the passage of prospects through a buying decision process that hopefully will (but often does not) result in your successfully selling something to them.
5 ways to shorten your b2b sales cycle
Shortening the sales cycle has become a priority for companies working with b2b sales in recent years. And rightly so, the more time that passes by, the more difficult it can become to close opportunities.
Sales process and sales methodology – what’s the difference?
Sales process and methodology sometimes get mixed up, which can become very confusing and costly. In order to maximize the effectiveness of a sales team, there can’t be any confusion between the two.
Is your sales process dead or alive?
Adjusting to buyer behavior is important. However, when taken too far sales people become reactive rather than proactive, responding to customer demands rather than leading the way. How can you break the trend? Implementing a sales process based on what your top performers do differently will go a long way.
Providing a map & shared language – why sales process is key
Faced with more competition than ever before, companies are dedicating more and more resources towards communicating what makes them stand out. However, for customers researching solutions online, offerings look very similar. While differentiation is important, HOW you sell is key to success - and will become even more so in the future.
