Value Proposition Canvas

Value Proposition

Prospects typically use objections when we (salespeople) fail to convey the Value Proposition effectively. That is, the value the customer receives when buying a product or service from us, rather than the competitors. One tool used to help salespeople understand their Value Proposition is the Value Proposition Canvas. The Value Proposition Canvas is a tool …

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Sales Methodology

Sales Methodology

In my last blog I looked at Sales Processes. On reflection I thought that it was important to define how a sales process is different to a Sales Methodology. Fundamentally a ‘Sales Process’ is the approach or map for how to perform a task in selling. The ‘Sales Methodology’ is the ‘how’ of selling as a …

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Sales Process

Sales Process

This article considers how a formal sales process can make your work more effective, improve performance, and even help you close sales quicker. What is a sales process? The sales process helps us identify and qualify those opportunities that fit squarely into our sweet spot. Then it guides us through the sets of activities we need …

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Help to Grow Digital

Help to Grow Digital

Great news for businesses investing in CRM technologies. The UK Government has launched a ‘Help to Grow Digital scheme. This scheme will operate alongside the Help to Grow: management scheme. Qualifying businesses will be able to obtain up to 50% discounts on CRM software. There are other qualifying applications that help businesses build customer relationships …

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Sales Funnel

Sales Pipeline

A sales pipeline provides a visual overview of where prospects are in the buying journey. However, a pipeline can only be fully effective when properly managed.   Effective sales pipeline management can lead to a 15% increase in revenue. It is critical to get it right. What is a sales pipeline? A sales pipeline is an organized way to visualize …

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The cost of bad data

The Cost of bad data

The cost of bad data What is the true cost of a bad data? Some scenarios impact revenue or savings, while other scenarios impede operational efficiencies, customer satisfaction and people’s lives. The real cost of bad data was illustrated in October 2020 with failure by the UK Governments Track and Trace system. Revelations in October …

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What is CRM?

What Is CRM?

What is CRM? When people talk about CRM, they are usually referring to CRM software. CRM software is a tool that is used for contact management. Its key purpose is to allow for the effective management of relationships between prospects, customers, and supplier. CRM also enables sales management, productivity, and much, much more. CRM software …

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Value Creation

Consultative Selling

The World Changed New technologies have enabled – and continue to enable – fundamental changes in the ways we live and work. Most of us are too busy to take time out to think through the implications in detail. What many of us do experience are new sales challenges that seem to come out of …

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