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by Mark Lenthall

Q & A For Sales Professionals

One of the most common thing sales people hear is:
”I’m happy with my current provider.” Here’s how to respond. Question: I have many customers who refuse to even consider some of my products or services because the one they have now is working fine and they don’t want to change something that is working well for them. They feel they are opening themselves to potential dangers, problems and nightmares by fixing something that isn’t broken. ...More

by Mark Lenthall

Do You Have a Process Driven Selling System That Delivers Predictable Results

“I have my own style of selling.” - Yeah of Course you do. !! That is a remark I have heard a number of times, usually from relatively inexperienced sales people.
What they usually mean is something like this: “I don’t have any real system to what I do, I don’t want any scrutiny, and I am probably not going to learn anything from you.” ...More

by Mark Lenthall

A "Sales Funnel", or a "Pipeline" which is Best for your CRM

Yes, this might be a strange title for an article. But when you understand what I mean by these two terms—and more importantly what they signify for your salespeople and your company—they may never leave your vocabulary. This concept also has a considerable impact on your choice and deployment of a CRM Solution and how you manage your sales team. ...More

by Mark Lenthall

The Big Issue with Some Sales Pipelines / Funnels

If your company is like most B2B firms, you’ve probably defined your sales process in terms of what your staff do.
First, you reach out to prospects with a variety of marketing materials. When prospects become contacts—these days, usually by filling out some sort of online form—you probably qualify them in some way to determine whether or not they are leads.
...More

by Mark Lenthall

11 Signs Your Sales Call Will Fail

Making sales calls is one of the inescapable responsibilities of being a business owner and sales person. No matter what you sell or how big your company is or how much success you’ve enjoyed, as the business owner / sales person, you still need to stay actively engaged with the art of selling and finding new business for your company. ...More

by Mark Lenthall

Foundation Blocks of Sales Effectiveness

A Simple Sales Effectiveness Framework for Understanding Where and How to Focus Your Improvement Efforts In B2B, there can be a lot of different people and groups involved in the overall selling process. The process itself can involve a number of steps and stages that play-out over weeks or even months. And the pace of business today never seems to slow down long enough to give things a good overhaul. ...More