This article continues our look at sales forecasting. It explores how utilising the MEDICAL acronym methodology can stimulate discussion and selling activity. Application of MEDICAL Each of the components of MEDICAL has the potential to stimulate discussion and selling activity. For example, Decision Criteria & Process: Often, customers may not see the value in …
This article continues our look at sales forecasting. It explores the use of the acronym MEDICAL as a sales qualification methodology. Giving your deals a MEDICAL In order to scale and manage a sales operation, we need consistency and repeatability in sales execution; there are typically (if not always) certain aspects of a sale that …
This feature is designed to stimulate thought and offer practical advice on best practice. This article focuses on getting the best business result for the money you spend in your sales and marketing functions. Central to Sales & Marketing effectiveness is the appropriate targeting of resources. Who is your ideal customer? How can you reach …
All too often, businesses buy a new CRM system expecting it to transform their business overnight; when, in fact, it ends up just acting as another customer database, with a bit of sales pipeline and customer interaction tracking attached. So you end up in a situation not that different to the one you were in …
