Tag Archives: sales process

Best practices for improving sales process

Improve your sales process. It is whatever your salespeople are doing on a given day to improve their navigation of the customer’s buying process. So it makes good sense to gain control. If not you will end up with everyone doing their own thing and having a fair number of sales reps being less effective than they could be if you pursued a systematic approach to improving the sales process. Continue reading

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Getting sales process right

2 pitfalls to avoid when instituting a sales process Continue reading

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An age of disruption – salespeople need to change now and change fast

Buyers are changing how they buy – so salespeople need to change how they sell. As a foundational point, it is important emphasize that it is not just the sales team that needs to adjust and adapt. In B2B markets success is achieved when everyone comes to the party. So if the sales team needs to change so do all the other players such as marketing and technical support. Continue reading

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Customers no longer only learn about you from your sales reps

Corporate buyers are also increasingly seeking information and insights from online sources. This means that salespeople must handle the sales process differently. Continue reading

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Sales process – it must mirror the customer’s buying process

Introduce a well thought out sales process because it can contribute to replicating success and scaling the business. But, beware of overdone rigor and excessive compliance. The latter will tend to eliminate innovation and discourage the positive deviants among you from exploring the ideas that will define what success looks like tomorrow. Continue reading

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You can’t sell if you don’t know how they buy

It is one of the most fundamental and important propositions in major account selling – you can’t sell if you don’t know how people buy. new insight about how customers buy. In a recent article the folks at McKinsey asked a fundamental question – Is the buying cycle linear? Their short answer was – no. According to a McKinsey & Co study, the traditional linear sales process – customers take in information; narrow down their choices; kick the tires, and submit the purchase order – is not really how customers buy. Rather, they talk about the Customer Decision Journey that is anything but linear. Continue reading

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Goldilocks and the sales process

Goldilocks and the Three Bears was penned by British author and poet Robert Southey. When first published in 1837 the lesson of the cautionary tale was one of respecting the property of others and the consequences of “just trying things out” that don’t belong to you.

Today the tale’s moral has been reframed to illustrate the lesson – you have to keep trying until you find what is “just right.” This modern interpretation provides a lesson about the use and misuse of sales process.

Whether talking about porridge temperature, chair size, bed softness, or the amount of structure for a sales process, “just right” seems to be somewhere in the middle.

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