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- The Customer-Focused Sales Process
- The Customer-Focused Sales ProcessMakes SenseYes. A customer-centric sales process that is linked to the customer's buying process makes sense most of the time. The sales professional can shape the buying process, especially if the customer is new to buying the offering or there are a lot of decision points within...
- Discussion threads 2008-03-09
Additional Resources
- The Customer-Driven Sales Process
- As explained in my previous post, traditional vendor-centric sales processes are ineffective because they don’t reflect the way that customers want to buy. As such, they can get in the way of a sale as many times as they help move the sale forward. The...
- Blog posts 2007-04-06
- The Customer-Driven Sales Process
- The Customer-Driven Sales ProcessReal Picture of the Common Sales ApproachThis article's revelations are in consonance with the real time sales and marketing practices followed by us in small to medium enterprises. Most of the reasons for not keeping the customers with us and not getting resale / refferal from them...
- Discussion threads 2007-04-10
- Is Your Sales Process Obsolete?
- Is Your Sales Process Obsolete?Embrace Technology in your sales processI couldn't agree more with this article regarding the sales process. Back in the "industrial age" sales people could obtain an appointment and meet with a prospect and provide them with their company information in hopes of making a sale....
- Discussion threads 2007-04-05
- Is Your Sales Process Obsolete?
- There’s a revolution going on in the field of sales process, and you need to know about it, because the companies that are in the vanguard are about to kick the living daylights out of firms clinging to the same old, same old. ...
- Blog posts 2007-03-30
- Sales Process vs. Buying Process
- In my previous post, I lambasted the structure of the traditional “vendor-centric” sales process. Don’t get me wrong. Most of the time ANY process is better than NO process, especially for novices who don’t always know what to do next. However, traditional sales processes fall woefully short...
- Blog posts 2007-04-02
- Is Your Sales Process Broken?
- Your sales process may be badly broken... and might not know it! Sales processes are like filters through which you view the customer world. You may be seeing "normal" attrition in your pipeline when, in fact, a better process might convert twice as many prospects. How, then,...
- Blog posts 2009-08-24
- Is Sales Process Wasted Effort?
- I recently had a conversation with Julie Thomas, the CEO of ValueVision Associates. She pointed out that most companies have sales processes that define the steps in the sale that seems logical to the seller, such as "initiate cold call," "obtain appointment for presentation" and so forth. However,...
- Blog posts 2007-09-27
- Sales Process = Your Worst Enemy
- If you're not adaptable, your sales process can get in the way of making a sale. A recent comment to the post "Top 10 Lies Customers Tell Sales Reps" showed a classic example of a sales rep almost blowing the sale simply because the customer's behavior didn't match the expected...
- Blog posts 2009-07-20
- Sales Process: The Key To Customer Acquisition Management
- It has been observed that companies often focus on retaining existing customers. Experts suggest that it is important to retain the existing customers but it is also important to create new customers. The process of building good customer relationship calls for devising effective Customer Acquisition Management CAM strategy. However, for...
- White papers 2003-01-01
- Is Sales Process Worth it?
- Is Sales Process Worth it?Every organization needs a baselineI've been on both sides as both a Rep and as a Principle/Manager of a Sales Consulting firm.On the positive side, the Reps especially less experienced ones or those new to the industry need to know what the general protocol is for...
- Discussion threads 2008-03-07
- PegaHEALTH Sales Process Manager Integrating the Sales Process and Optimizing Your Sales Delivery Channels to Increase Sales and Membership
- For the healthcare organizations, a disconnected sales process prevents critical data and tools from reaching internal and external sales agents. Faced with the need to maximize sales opportunities at every point along the sales process, healthcare payers must transcend existing departmental silos to create highly automated and customer-responsive transactions. Built...
- White papers 2004-09-01
- Leveraging Real-Time Web Collaboration to Improve Your Sales Process
- Nearly every business would like to increase their revenues while holding the line on expenses. Many are doing just that by integrating real-time Web collaboration solutions into their sales process. Web collaboration support for sales-centric business processes is creating a new dimension. When a sales organization embraces Web meetings, the...
- White papers 2005-06-29
- Customer-Driven Sales Proposals Can Give You The Winning Edge
- Sales proposal is an effective tool to enhance the success chances of the sales process. A well-drafted sales proposal helps in establishing smooth communication with the client and facilitates successful close of sale. However, it is important that the sales proposal must be designed from the customer's perspective and not...
- White papers 2003-01-01
- Norstan Consulting Solution Strenghtens Sales Process At BindView
- MINNEAPOLIS--BUSINESS WIRE--March 18, 1999--BindView Development Corporation, a Houston-based developer of systems management software products, has implemented an Enterprise Relationship Management ERM solution from Norstan Consulting to manage and automate its sales process. The solution, using Onyx Software's Customer Center application tool, streamlines sales procedures allowing staff to spend more time...
- Research articles 1999-03-18
- CDC Software's Pivotal CRM Solution Helps Leading Builder of Luxury Condominiums Streamline and Enhance Sales Process
- ATLANTA -- Pivotal Corporation, a leading Customer Relationship Management ("CRM") solution provider and a division of CDC Software, a subsidiary of CDC Corporation (NASDAQ: CHINA), announced today that Boca Developers, one of South Florida's largest and most successful builders of luxury condominiums, has consolidated, centralized and significantly enhanced its sales...
- Research articles 2006-10-23
- Merisel's newly appointed director of customer service initiates process enhancements to elevate service and responsiveness
- EL SEGUNDO, Calif.--BUSINESS WIRE--March 19, 1996--Merisel Inc. (NASDAQ:MSEL) Tuesday announced the recent appointment of Marianne Carter to the position of director, customer service, responsible for customer post-sales support, shipment and issue tracking, credit processing and defective-inventory support for Merisel's U.S. business.
- Research articles 1996-03-19
- Managing Sales Opportunities
- For many business-to-business markets, the customer is not a single decision-maker, which means the sales process can be prolonged and complex. The traditional process of generating leads and handing them to the sales force for completion may not be sufficient. The sales and marketing program has to penetrate far deeper...
- Articles 2007-11-30
- Building Trust Through Ethical Sales Behavior
- Effective selling requires more than an ability to communicate a product's features or benefits. Sales representatives must also develop quality relationships with their customers. Regardless of a company's reputation, customers choose to do business with people they trust. Sales representatives have to earn that trust by behaving ethically and conveying...
- Articles 2007-11-15
- Referrals as a Sales Strategy
- Now that you know how to get a truly effective customer referral see my previous post, here's how to make referrals the core of your sales process, and in the process render your marketing group largely irrelevant: Step 1. Expand referrals beyond your customers. At the...
- Blog posts 2007-09-10
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