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- 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
- 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
- Closing Rule #2: Set an Objective.
- Myth: Every sale has a single, all-important point where the deal closes. Truth: Some extremely simple sales processes have a defined close point, but complex sales processes (i.e. almost all B2B sales) have a series of points where the prospect makes a decision, even if it's just...
- Blog posts 2007-10-09
- 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
- Selling And Sales Management
- Selling involves convincing the prospective buyer about the need for a particular product or service and persuading him/her to make a purchase decision. The steps in a sales process include order-getting, order-taking, and supporting. The close of sale is one of the most important aspects of the sales process. Successful...
- Presentations 2003-01-01
- Don't Waste My Time
- Time wasters come in every shape and form but they usually possess a few consistent characteristics they ask a continuing stream of questions, take up loads of our time, and seldom end up buying anything. What is particularly interesting about these situations is that many time wasters don't set out...
- White papers 2005-07-01
- 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
- Nine Things Product Managers Should Know About Supporting Sales
- From the executive summary: ‘Product Managers PMs are at the epicenter of driving the products, and are the hub of product knowledge. However, direct product support of the sales process is the Sales Engineer's (SE's) job. If a PM is constantly dragged into sales cycles, he/she will become an SE....
- White papers 2003-01-01
- Creative Sales Tactics
- From the executive summary: ‘The nature of a sales process is to be creative. A good salesperson creates demand where it does not exist. A good salesperson creates a message using various media that influence an audience. A salesperson explores new territories, introduces new ways of thinking, and provides customer...
- White papers 2001-02-26
- The Three Traps of Selling Conventionally In A Complex New World
- From the executive summary: ‘Prospect, qualify, present and close. These are the basic elements of the conventional sales process that most sales organizations and salespeople still follow today. The conventional sales process is the most widely used selling paradigm for good reason: it works. That is, it works if there...
- White papers 2003-01-01
- How To Ask More Questions To Sell More Prospects
- From the executive summary: ‘During a sales process, the more prospects talk the more they think they are in control and safe. They remove their own self-imposed barriers by talking. By asking questions, the seller has a sharing atmosphere rather than a selling one. When questions are correctly used, the...
- White papers 2003-01-01
- 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
- Presenting "The Face Of The Doctor" - Part III
- Every sales process involves two key elements viz. the seller of the product and the prospective buyer. It is important for a salesperson to keep prospect's interest in mind. The process calls for asking the prospect about needs and requirement with regard to the products and services. It is important...
- White papers 2003-01-01
- "Post-Close" Closings: How To Screw Up After They Say Yes
- The ‘close of sale' is, perhaps, the most significant aspect of a sales process. The entire sales process is dependent on the aforesaid aspect. The ‘close of sale' clinches a ‘sales deal'. It is important for the salesperson to gauge the mood and the situation for effecting the ‘close of...
- White papers 2003-01-01
- Solving The Weakest Link: Sales
- Selling is the process wherein the seller convinces the buyer of the need for a particular product or service and persuades the buyer to exchange the same for money, asset, or any other benefit. The reasons for failure of salespeople include lack of sales and lack of product knowledge. The...
- Presentations 2003-01-23
- Getting Over The New Selling Challenge
- Sale is an important activity in an organization. An effective sales process is responsible for nurturing and cultivation of strong customer relations. This, in turn, helps in building customer loyalty with time. The modern business era has posed several challenges in the sales domain. The need of the hour for...
- Presentations 2003-01-01
- Personal Sales
- Effecting successful personal sales involves keeping a large number of factors under consideration. The personal sales process begins with prospecting wherein the seller locates prospective buyers using various tools and techniques. It is imperative to project a professional image and ambience at the time of the actual sales process. The...
- Presentations 2003-01-01
- Generating Support For A Sales Quality Initiative
- The paper explores the application of quality measurement tools to the sales process. The goal is to achieve performance improvements in the sales process. Before embarking on such a quality improvement drive, it is imperative to bring the sales and quality departments on even terms. Considering both sales and quality...
- White papers 2003-01-01
- New Directions and Strategies for Selling
- "The easiest strategy for boosting revenue, particularly for those whose background and expertise is in cost reduction, has been to find cheaper ways to reach a wider customer base. So the Internet has blossomed as a low-cost way to expand the width of customer contact. Despite these reservations,...
- White papers 2003-01-01
- The Emerging Role of the Sales Manager
- Companies are implementing processes and technology in the hopes of creating effective, efficient, predictable sales forces. Until now, the focus has been on how these changes affect the individual sales person. This paper explore the emerging role of the sales manager, what that role exactly entails, what hinders the sales...
- White papers 2003-01-01
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