sales process

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Original Technorati articles tagged “sales process”

• in Guru
  Market to Every Step of a Customer's Journey
  Tips on how your marketing initiatives will lead to lead and sales generation
  by stretchyourself / on Mar 10, 2010

Latest blogosphere posts tagged “sales process”

 

• Opposite – Different -Or…

  
  The Pipeline — Authority: 104
  Suitable is Better than Different or Opposite! Whenever you ask a group of sales people what they would like to learn to do better, they always have “differentiate” near or at the top of the list.  Sadly when most products have over an 80% overlap in their features, differentiating may not be what it is cracked ...
  2 days ago

• Some Questions Need No Answers – Sales eXchange – 135

  
  The Pipeline — Authority: 104
  Questions create interesting experiences for people, and don’t forget, buyers are people.  One is the beliefs that all questions have an answer, and indeed, that all questions deserve or demand an answer.  The fact is that none of the above is always true, and once you accept that and feel comfortable with that ...
  4 days ago

• Shrink Your Way To Success

  
  The Pipeline — Authority: 104
  They say you can’t shrink your way to success, but perhaps there are situations in sales where you can.  By shrinking your territories, strategically where it make sense.  A common concern I hear from sales leaders across all verticals is that they don’t feel that reps are fully covering their territories.  ...
  1 week ago

• Web 4.0: The Era of Online Customer Engagement

  
  Paternal Prose — Authority: 146
  In the prophetic words of Bob Dylan, “for the times they are a changin’”.  right on Bob, right on!  the one constant is change.  And nowhere is this more the case than the way buyers are using the internet.  2012 is ushering a new era where companies who don’t get customer engagement will be left to ...
  1 week ago

• Dealing with Price in the Real World

  
  The Pipeline — Authority: 104
  A few weeks back I gave you permission to go ahead and sell on price , so long as specific conditions were met and adhered to.  One central condition being that you can deliver full “value” at your price. Ah, value, the ever-present and undefined term in sales, so before going further let’s define value right ...
  2 weeks ago

• Good or Bad Question?

  
  The Pipeline — Authority: 104
  Questions are certainly the preferred tool of successful sales people.  But like any tool, proper use will very much dictate the outcome.  I was asked whether I thought there were good questions or bad questions sales people can use during a sales cycle, are some better than others given the situation. This is ...
  2 weeks ago

• Importance of Setting Right Learning Objectives for an eCourse

  
  Designing an Employee Performance Management System! — Authority: 112
  I’m sure you’re all familiar with the story of Alice in wonderland, in which Alice enters the forest and asks the cat which way she needs to go. The cat replies saying it depends a good deal on where Alice wants to arrive at. To that Alice responds by saying she doesn’t care much where to go. The cat, in turn, ...
  2 weeks ago

• Sales & Consequences now on Amazon Kindle

  
  The Pipeline — Authority: 104
  A couple of weeks ago I introduced a new online book titled “ Sales & Consequences ”, and while response has been great, many busy sales professionals were asking “how can I take this great content with me wherever I go, and be environmentally responsible le at the same time?”  So the elves at here at ...
  2 weeks ago

• Take Time Out To Get Ahead – Sales eXchange – 133

  
  The Pipeline — Authority: 104
  I remember the first time I ran a half marathon, I took off from the start line and ran, no pre-run strategy, no game plan, I just took off, and at about the 16 KM mark, I ran out gas and dragged myself to the finish line.  While I still had a respectable finish for a 50 year old former smoker, I also knew there had ...
  2 weeks ago

• Top 25 Sales Influencers for 2012

  
  The Pipeline — Authority: 104
  One great thing about this time of year is the research done by others to help you kick-start your year.  The advantage is that you have experts in the field researching specific areas of interest, and delivering valuable resources you can use, thereby saving you time and effort, and allow to utilize and benefit from ...
  3 weeks ago

• Not Different – Sales eXchange – 132

  
  The Pipeline — Authority: 104
  Friday I posted a piece on taking control of your selling, in which I mentioned a VP of sales who felt his circumstance was “different”.  I get that a lot, and I am sure most sellers hear that all the time; companies or individuals who feel they are different, but with all due deference they most often are ...
  3 weeks ago

• Take Control!

  
  The Pipeline — Authority: 104
  Wednesday I posted a piece about the importance of working your sales cycle, not the calendar .  I had a call from Bob, a director of sales with software company.  While he liked some of the ideas, he felt it would be difficult to follow some of the discipline proposed, because they “we’re a different type of ...
  4 weeks ago

• Work Your Cycle not the Calendar

  
  The Pipeline — Authority: 104
  Here we are at the start of a new year, fresh faces, prospects and places to engage, and with what most would lead you to believe, a blank slate, ready to conquer sales all over again.  However, is it a blank slate, has the clock rolled back to the start, allowing you to start things a new, or did we just cross a ...
  4 weeks ago

• 2nd Stage: CR Sales Process Paradigm

  
  J.B. Brocato's Crux Rainmaking — Authority: 94
  The second stage in Crux Rainmaking’s Sales Process Paradigm is: Strategic Lead Generation (SLG) :  Generate quality leads, more quickly and more efficiently. Once our minds are reset to be consistent with the three essential characteristics of The Rainmaker’s Brain, we are able to then move forward and ...
  4 weeks ago

• Yesterday I Sold My Plane. So, Here Is What I Learned From Flying.

  
  Dave Stein's Blog for Sales Leaders — Authority: 391
  Yesterday I sold my plane. It is a 1978 Cessna 182Q. Seats 4. Cruises at 160 MPH. What a wonderful plane it is. I bought the plane in 1995 after Datalogix International, a company where I was a principal, went public. I flew nearly 2,000 hours in the plane with trips to Florida, Atlanta, Chicago, Canada, Lake of the ...
  4 weeks ago

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