Sales Best Practice

Negotiation

Negotiation

As a sales person, a critical part of our daily activity is negotiation sales deals. Success negotiations tied to ongoing relationships, tend to involve multiple issues beyond simply price. having looked specifically at sales negotiation in a previous blog, below I have looked specifically at the negotiation process. Negotiation, by definition, is the process by which …

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Spin Selling

SPIN Selling

If you’re a B2B salesperson, you’ve probably heard about SPIN Selling. It’s one of the most well-known selling systems. It gives reps a research-backed framework for working and closing complex deals with extended sales processes. The strategy focuses on asking good questions in the right order, using active listening, and translating the prospect’s needs into …

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Win / Loss Analysis

Win / Loss Analysis

No matter how good you are, there are always ways to get better, and ways to continue boosting that winning percentage until you’re finally crowned a champion.  That’s why Best-in-Class organisations undertake Win / Loss Analysis. If we understand what we have done well that can then be engrained into our sales strategy. More importantly, …

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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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Managing Sales Performance

Maximizing Sales Payback

For the last 15 years, in fair economic conditions, enterprises have generally been able to move forward, achieving adequate revenues, and using new technologies and processes to cut costs. It could not go on indefinitely, of course. Toning up to get rid of fat is one thing but cutting into muscle is quite another. The …

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Objections

Sales Qualification

Sales qualification is all about gathering all the necessary insights to make a good judgment. That judgement will determine if, as a business you bid or do not bid. It will also ensure that you have the best possible opportunity at being successful in your bid. In sales, there are no medals for second place. …

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Holden's Four Stage Model

Holden’s Four Stage Model

Recently I came across Holden’s Four Stage Model of Sales Proficiency. As a model it represents everything that I knew but was never able to articulate regarding sales performance. It provides a framework for us sales professionals to benchmark our own sales proficiency and provides a path for future selling. I hope you enjoy the …

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