Sales Best Practice

Sales Funnel

A Healthy Sales Pipeline

A healthy sales Pipeline is critical to an organisations sales success. You might think you have enough deals to make your number. But in truth, your sales pipeline may be clogged with dead ends. A healthy sales pipeline is one where new business opportunities are well qualified with your business offering the most convincing sales …

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A Stagnating Sales Pipeline

A Stagnating Sales Pipeline

A Stagnating Sales Pipeline can be an classic indicator that your sales performance is in decline. Are your sales efforts producing a Stagnating Sales Pipeline It is inevitable that at some point sales processes and sales methodologies will fail to maximize revenue and provide your organisation with the growth in new business that it needs. …

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Reasons for implementing CRM

Reasons for implementing CRM

The top reasons for implementing CRM are driven by a company’s desire to improve both business processes and individual performance. Organisations want to elevate their customer experience management and fundamentally improve profitability. Many successful CRM implementations have proven that recording, analysing, and more closely managing prospect and customer relationships is an effective way to derive …

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Consultative Sales Process

Consultative Sales Process

The Consultative Sales Process is an investigative approach to sales. Rather than telling prospects what they need, you ask prospects thought-provoking questions that help them identify their own pain points. Ultimately, with a consultative sales approach, prospects will steer themselves into making their best decision. Benefits of the consultative sales process There are multiple benefits …

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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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