sales process
How to unlock the double black box of sales data
Never in the history of sales, have sales organizations had access to so much data. Yet when I talk to company leaders, many are frustrated by the fact that more data has not translated to greater visibility, better collaboration, or more effective communication.
How to sell when you're not a salesperson
One of my relatives is a lawyer. He recently joined a new firm and had an interesting story to tell. He’s a compliance expert, and not too long ago, a potential client called asking for help with a tax issue.
Our customers don’t know what they don’t know
Recently, I was in a discussion with a group of outstanding sales people. They were talking about how to align their selling process with the customer buying process.
Can a sales process help sell value?
Discounting and selling in bad economic times seem to go hand in hand, and they shouldn’t. Selling value is the way to avoid discounting. The mindset of the salesperson plays a role. Here’s another way to help sellers avoid discounting and sell value – A repeatable sales process.
How to make your sales process as compelling as a tree
There’s an Oxel tree standing beside an ancient fisherman’s shack on the Swedish island of Gotland. Although the shack is just a single room with no amenities, and the tree is just a tree, there is something about the sight and the energy of the place that compels me.
3 sources of commercial inefficiency related to the sales process
In manufacturing companies, production departments are generally efficient and effective. Unfortunately, most sales departments are not.
