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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 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
- The Customer-Focused Sales Process
- Most sales processes are vendor-focused. They define what the sales rep is supposed to do in order to move the sale process forward. (For an example of this see my previous post "Is Your Sales Process Obsolete?") As such, they try to shoehorn...
- Blog posts 2008-03-05
- 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
- Is Sales Process Worth it?
- Over the past few months, I've run across a number of sales reps who consider their company's sales process to be a big joke. Some of comments I've heard include: "Too theoretical." "It worked in back 1997." "Management's fantasy." "Cast in computerized...
- Blog posts 2008-03-03
- The Perfect Sales Process?
- Your sales process is probably broken. Here's how to fix it. Any sales process creates a structure that helps track the progress of the sale. However, most sales processes also encourage dysfunctional sales behavior. I've recently stumbled across a sales process model...
- Blog posts 2008-01-08
- 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 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
- Fixing CRM (Pt. 2): A Simple Process.
- CRM is worse than useless if your sales process is so complicated that nobody follows it. So the next step to fixing CRM is to have a sales process that makes sense and is extremely simple. As suggested by the poll in my recent post "Is...
- Blog posts 2008-03-18
- 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
- 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
- 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
- Why Sales Reps Hate CRM.
- I've yet to hear any sales professional say anything good about CRM. Every time I post about CRM (as in "Five Signs Your CRM System is Failing" and "CRM is Almost Dead"), the only salespeople willing to praise the technology are the ones selling CRM. A...
- Blog posts 2008-03-12
- 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
- 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
- The Perfect Sales Process?
- The Perfect Sales Process?Buying ProcessThe individual stages within this buying process make sense, yet from my experience the order/sequence is not static. The sequence outlined works when the sales person already has a longer term relationship with buyers within the prospect organization.In most new client scenerios, the prospect has researched...
- Discussion threads 2008-01-09
- 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
- Contract Signature Management: Streamlining the "Last Mile" of the Sales Process
- If managing the contract signature process is a bottleneck in the last mile of your sales process, an electronic signature application may be right for you. It can help your company close deals faster -- and give your customers a positive experience in the process. This...
- White papers 2008-03-01
- Is Sales an Art or a Science?
- Is Sales an Art or a Science?RE: Is Sales an Art or a Science?I like both, why, because of the subjective nature of sales. Selling is a people business and for the most part creative in the sense that you have to adapt to an individual/s level of intuition...
- Discussion threads 2008-09-05
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