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- Is Sales Process Wasted Effort?
- Is Sales Process Wasted Effort?Process is required to win.I agree with Julie and Geoffrey--to an extent. To me its a matter of degree. There is plenty of research that shows that companies having no standardized and institutionalized processes by which their salespeople pursue sales opportunities don't sell as...
- Discussion threads 2007-09-27
Additional Resources
- 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
- Editing the Brochure is Wasted Effort.
- From a reader: [The] Suspense is killing me. Geoff, PLEASE tell me you will address the alternative to selling a thing/solution soon (ie the proper way to describe the value you are selling.) Is it stories about customer success? Is it positioning a system as a "tool" or "means...
- Blog posts 2007-10-31
- Live Post: Sales 2.0 Conference in Chicago
- Today I’m posting a “running update†of everything that happens at the Sales 2.0 Conference in Chicago. This conference sponsored by one of my publishers SellingPower features real-life customer stories about how they use the latest technology. It will probably be worth your time to check this...
- Blog posts 2009-09-10
- Should Sales Run the Company?
- This question keeps coming up, so I'm going to answer it. Let's start with the basics: The only reason a for-profit business exists is to make profitable sales. Read that last sentence three times, because there's an entire MBA's worth of business...
- Blog posts 2008-01-21
- Can a Test Reveal Sales Talent?
- A reader writes: I recently was interviewed for a sales managment position. The company uses Caliper, a personality assessment tool to make hiring decisions. It's the first time I have ever had to take a test in over 15 years of sales managment. ...
- Blog posts 2008-06-19
- Forecasting Can Be a Waste of Time
- A couple of days ago, in the post "Is Forecasting Really Worth the Effort?" I suggested that the effort expended in building sales forecasts from the bottom-up (i.e. asking reps what they think they will sell) was pretty much a waste of time.  This was an issue that I also...
- Blog posts 2008-09-18
- The Ultimate Prospect Qualification Tool
- Instructions: Bookmark this page. Then, when you're speaking to a prospect for the first time, use this simple, free tool to guide you through all all four stages of prospect qualification: 1. Confirm the need. 2. Define the financial impact. 3. Discover the buying...
- Blog posts 2009-08-18
- Brochures are Total BS.
- Brochures are Total BS.Brochures the Way You Describe Them Are BS...But they aren't all necessarily wasteful. You touched on their real value at the end-- as reinforcement for the emotional sell. Mercedes did a brochure years ago for their E-series that had spreads with photographs and a word such as...
- Discussion threads 2007-12-18
- Four Ways to Sell To a CEO
- A reader writes: I am the founder and president of a company that conducts the hiring process for other companies. We have always catered to SMBs and have been very successful locally, regionally and nationally. Over the past year we have served a few larger corporate organizations and...
- Blog posts 2008-06-05
- Writing the Perfect Business Pitch | BTalk Australia
- (22min 05) How do you write a pitch that will win the business? On today's BTalk Australia Phil Dobbie talks to Robyn Haydon, the author of "The Shredder Test --- the Australian Guide to Writing Winning Proposals". You'll find the answers to common questions like: ...
- Blog posts 2009-03-19
- Learning to Lead at Toyota
- The Idea in Brief Many companies try to emulate Toyota's vaunted production system TPS, which uses simple real-time experiments to continually improve operations. Yet few organizations garner the hoped-for successes Toyota consistently achieves: unmatched quality,...
- Articles 2007-12-14
- Launching a New Product
- New product launches are crucial to the success of a business; they demand careful planning and flawless execution. Internal communications are vital to the early success of the program, as is the support of senior management, who must commit resources to the project.What You Need to KnowIt seems that there...
- Articles 2007-02-28
- Cold Calling = Dialing for Dollars
- READERS: A comment to yesterday's post "Poll: Is Cold Calling Really Worth It?" was so good that I'm turning it into an official post. The below (written by the sales trainer Ron Silver under the handle "argentix1") gives the clearest explanation I have ever read on...
- Blog posts 2009-01-21
- How to Plan a Merger
- Once, the most common way to grow a business was to hire talent and expand gradually. Today what used to be called "merger mania" is simply business as usual. Determine Whether an Acquisition Makes Sense for Your Firm ...
- Articles 2007-09-07
- Why Reps Don't Get Good Referrals
- Most sales reps are trained to ask for referrals when they make the first sale to a customer, typically with a question like: "Do you know anyone else who can use our products or services?" The logic behind asking for a referral at the point of sale is the...
- Blog posts 2007-09-07
- How to Do An "Emergency" Close
- Scenario: It's the end of quarter. You're short on quota. You need to close some business... fast. You've got a customer who plans to buy but is taking his own sweet time. You've got a meeting with that customer scheduled today. You need to speed the process up to...
- Blog posts 2009-06-04
- How to Fire the Employee Who's Holding You Back
- Donald Trump makes it look easy, but the words you're fired are always difficult to say. Here's how to let an employee go the right way, breaking the news firmly but gently so you can get your team back on track. Treat Dismissal As an...
- Articles 2007-03-20
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