geralt / Pixabay Almost every sales organization and every seller operates under some pressure associated with quantifying and then making their sales numbers. The instincts that cause this are positive – the desire to succeed by meeting or exceeding quota, or perhaps to be seen as a top performer within the sales organization. There are […]
Properly Manage Internal Expectations Read More »
In any given year, I may be involved in doing 100’s of deal or opportunity reviews. Inevitably, I end up asking many of the same questions: What are the most important things the customer needs to do next in moving through their buying process? How will you help them? What are the next most critical
What’s Next? What’s Your Deal Strategy? Read More »
Just buy from me already! Yeah that’s how every business owner secretly feels. If only it was that easy and simple… Unfortunately, not everyone is going to buy what you have to offer right from the get-go. Most people need nurturing through what is known as a sales funnel. A process that takes a prospect
Can Your Sales Funnel Pass These 4 Powerful Questions? Read More »
How do we create sustained results as sales professionals? After all, our jobs are: Create differentiated value with our customers. Execute our company business strategies with our customers. Achieve/exceed our goals and objectives. There are thousands of “experts” providing advice to sales people on how to best do our jobs. Thousands of posts and books,
Sales Results: Principles Versus Techniques/Tactics Read More »
Many people want to pull their hair out when it comes to selecting a customer relationship management or CRM system. Not only do you want a CRM that actually improves your sales process, but you also have to consider the consequences of choosing the wrong CRM, such as turnover costs. Investing in the right CRM
How to Determine Your CRM Requirements Read More »
Sales and Marketing Alignment, also known as Smarketing , has been found to raise the likelihood of deals closing by 67% and drive revenue from marketing-generated leads up by 209%. Along with closing deals and gaining revenue, Smarketing efforts have also been found to lead to more accurate targeting, increases in sales productivity, and builds
7 Steps to Drive Sales and Marketing Alignment Read More »
I’m going to go out on a limb and say that if you’re reading this, there’s less than a 50 percent chance that you are ready to implement lead scoring, and yet there is an 80 percent chance that either you’ve already done it or it’s on your to-do list. OK, I completely fabricated those
What’s the Difference Between Lead Scoring and Lead Qualification? Read More »
Image by Sophia Hilmar from Pixabay In customer service, how organizations interact with customers has come a long way in the last quarter century. While telephone retains some popularity, chats, emails, and social media interactions have gained in popularity. The evolution in customer engagement continues, as newer technologies like chatbots powered by machine learning become
Surpassing the Shortcomings of CRM Read More »
In the early 90’s Microsoft was facing fierce competition in the operating system (OS) market. Included among the gathering storm of competition was a company called Digital Research, which released a product called DR-DOS 6.0 into the operating system space. This system came with some fantastic built in features and allowed users to do interesting
A Modern Approach to an Old Sales Methodology Read More »
I wrote, Changing The Questions, discussing how our questioning strategies tend to serve us, not help the customer think about their situations, what they are trying to achieve, and what they might learn. Turns out, managers are just as bad in the questions they ask sales people. (Perhaps, that’s why sales people are so bad.)
Changing The Questions: Manager’s Version Read More »
