“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
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
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
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
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
Have you ever watched one of the many different “reality” television shows where a person or group of people gets dropped off in the middle of the wilderness
and have to survive with limited resources?
...More
It seems like it should be easy to convince B2B salespeople to try something new especially new proven evidence based methodologies and processes that deliver higher sales with more predictability and sustainability. Right ? ...More
As companies try to gain or maintain competitive edges, their sales organisations are challenged to identify and react to change. While adaptive sales organisations are considered revolutionary today, they'll become table stakes for survival. ...More
Even seasoned Sales professionals and managers will sometimes confuse reporting and analysis. ...More
I would prefer to read the FULL 192 page book and learn how to truly ACHIEVE SUCCESS for myself and my business
Purchase the book from just $14.95
