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sales process

5 Reasons Why Sales Process Trumps Sales Heroics

March 1, 2011 by Bob Apollo with 160 views

Most companies, at some stage in their early lives, while they are struggling for validation and desperate for revenue, have good reason to be grateful for acts of sales heroics that served to bring those all important early orders in and keep the lights on. Tales of these early hard-won sales wins can reach mythic proportions and become... [read more]

How long is your sales process?

April 2, 2010 by SalesVPI with 265 views

One of the early questions I ask prospective customers with a complex, B2B sale is, "how long is your sales process?" The answer is almost always, "it depends, it can be three to eighteen months depending …" In the past few years we've all gained a stronger appreciation for the idea of the customer's buying process. Sharon Drew Morgan'... [read more]

The Story of a Smart Dealmaker

January 1, 2010 by Robin Elliott with 195 views

Shane was a clever business strategist and Joint Venture Broker from whom I was privileged to learn a very important lesson. I’ll tell you the story, and you can draw your own conclusions. Strategizing the Target Shane heard about an entrepreneur who could help him move a large amount of products. This entrepreneur (I’ll call him... [read more]

More Excuses For Not Doing The Right Thing About Sales Effectiveness

December 2, 2009 by Dave Stein with 198 views

Dave Brock wrote a terrific post about sales process. It sparked me to write about an issue that has been troubling me. I’m not going to put forward any more arguments on the subject of whether or not process important in selling. There is enough research out there—from ESR, from other research firms, and a there is a wheelbarrow full... [read more]

Customers are talking: “Why Customers Really Buy”

July 9, 2009 by jmcaddell with 138 views

“Why Customers Really Buy: Uncovering the Emotional Triggers That Drive Sales” by Linda Goodman & Michelle Helin is a worthy addition to the literature on customer research. It describes a method of learning about customers by conducting in-depth interviews aimed at identifying “emotional triggers” that influence how and why... [read more]

How much revenue is sitting idle in your pipeline?

May 14, 2009 by Ardath Albee with 153 views

In times like these, there's just no excuse for letting revenue opportunities idle in your pipeline. This is a huge reason why marketing needs visibility across the buying process—from start to finish. Once leads are handed off to sales, they need follow-up and continued engagement to encourage that final burst of momentum that... [read more]

B2B Lead Nurturing is Not Linear

May 11, 2009 by Michele Goetz with 224 views

It is much easier and cheaper to work with people that know you than it is to build a new realm. That is what many marketers and companies are realizing as they shift marketing investment. Lead nurturing is now more important than ever. Yet, if you analyze your database, what does lead nurturing look like? When is a lead qualified to... [read more]

Using the Right SMB Sales Approach

December 3, 2008 by Kendra Lee with 32 views

The sales approach to employ in the SMB accounts depends upon a number of factors, such as the culture of your organization, the offerings you sell, and what the customer needs from you in the sales process. Knowing when to use a solution sales approach versus a consultative sales approach is a dilemma that confronts many sellers and... [read more]

GUEST POST: The Presentation Critic - A Critique of Terri Sjodin

April 25, 2008 by Scott Schwertly with 93 views

Summary Guess what?  I've got a fever and the only prescription is more Terri Sjodin.   Very good... nice presentation on presentations. Terri does a great job at articulating her message, but the content is a bit predictable.  Maybe it's just me since I am so brilliant and my daily workouts keep me sharp and focused.... [read more]

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