sales process
Sales forecasts do not have to be as wrong as fortune cookies
There has been much talk in the news about forecasts - and while most have been wrong they are still more accurate than Fortune Cookies!
How to stop chasing symptoms and get to the root of your sales problems
When I ask sales leaders to talk about problems they’re experiencing with their sales, they all seem to have different ideas about what’s in the way of higher performance. For some, it’s poor forecasting. For others, it’s low win rates. Many invest in training only to be disappointed when it's quickly forgotten.
Free tool makes it easy to design your sales process
The most successful sales teams use a customer-focused sales process that can be executed consistently and flexibly. Our sales enablement CRM is the best in the industry for helping teams to execute effectively.
Is Your Sales Process Backwards, Upside Down or Stupid?
My wife and I recently watched the new funny but sad movie, Here and Now, written and directed by Billy Crystal, who stars as comedy writer Charlie Burnz. In one scene, Charlie recalled a happier time when his family used to have what they called "upside down day." On upside down day they started the day by eating dessert, had dinner for lunch, and finally ate breakfast for dinner.
Is Your Sales Process a Help or a Hindrance?
Far too frequently, competent salespeople are expected to channel their own activities into the areas that will produce the quickest wins. Unfortunately, left to their own devices, they don’t develop and pursue a formal strategy for moving a sale tangibly forward during each prospect interaction, neither do they have a clearly defined set of goals against which to measure the progress they are making.
Three steps to improved negotiation and sales success
What happens when a salesperson isn’t an effective negotiator? Often, they simply write a proposal.
