Does Your Company Lack Real Customer Focus in Your Sales Process?
|
|
- Pierce Nathan Morrison
- 7 years ago
- Views:
Transcription
1 Does Your Company Lack Real Customer Focus in Your Sales Process? Perhaps your management processes are standing in the way I n recent years, forward-thinking companies have put a lot of emphasis on being customer focused, keenly aware of the competitive advantage they can gain. Most of the sales executives and managers I meet truly care about their company s customers, and make sure they talk about the importance of understanding customer needs with their sales force. Talk about being customer focused all you want. But if all of your sales management tools and systems are focused on the steps of selling rather than your customer s steps of buying, your salesforce will be, too. Yet despite these gains, there s still a missing link between the perception of being customer focused and the actuality. When I ask a sales manager to show me their company s CRM tool, they pull up a computer screen or point to a chart on a wall. And guess what? It s all about tracking accounts based on what steps of the sales process are finished. I also ask them to describe for me what they use for their performance reviews and how they coach their salespeople. And I hear the same thing I saw in the CRM system: a lot of talk about measuring salespeople on how quickly they complete all the steps of the selling process. Notice the disconnect here. Talk about being customer focused all you want. But if all of your sales management tools and systems are built around steps of selling not the steps of buying, your sales force is going to be more focused on what they re doing to sell than on what their customers need to do to buy. This focus on selling rather than buying leads to what I think is the single biggest mistake salespeople make the mistake that causes 2011 TopLine Leadership. All Rights Reserved.
2 more lost sales and lost commissions than any other: Their salespeople sell too fast. They arrive at the end of their pitch just as the customer is beginning to recognize they have a need! They leave the scene just as the prospective customer begins shopping around for a solution by looking at the competition. Not good. Assuming you are serious about becoming more focused on your customers, your leadership has to incorporate a buying perspective into your sales process. 1. Teach your salespeople about how customers buy. You know the steps of selling But do you know the steps of buying? I ve delivered hundreds of sales seminars, and always start by asking salespeople two questions. First, What are the steps of your selling process? Here, I get clear, concise answers. Most salespeople can describe how they sell. While the answers vary from one salesperson to another, and from one company to another, the point is clear: most salespeople have a well-thought-out and well-defined sales process that they follow. The second question I ask is, What are the steps of your customer s buying process? Even today that question stumps many salespeople. Some have never thought about a purchase from the customer s viewpoint. And even those who have at least considered the idea haven t formalized their thinking to the point where they can outline the steps of buying. Understanding buying is where selling should start. People and organizations buy in two ways: Buy-knowing: When buyers already know as much as they need to know in order to buy, they quickly make a decision. Buy-learning: When buyers do not have all the information they need to make an educated purchasing decision, they need to do some research and learn more first. Because the customers who are operating in a buy-knowing mode are likely to make up their minds without dealing with a salesperson, the customers who should concern you most are those in a buy-learning mode. They are the people who will go through a deliberate, predictable process in hopes of making an optimal buying decision. My own description of the buying process has eight steps change, discontent, research, comparison, fear, commitment, expectations, satisfaction (divided into four phases, as shown in the diagram) but there are other descriptions available, or you could create your own model TopLine Leadership. All Rights Reserved. 2 of 2
3 The 8 Steps of Buying 2. Define the steps of your sales process in customer terms. Once you have become clear and specific about the steps customers take as they move through their buying process, replace your sales process labels with customer actions (or something similar). Having the customer take those actions then becomes the objectives for the salesperson. For example, early in the sales process, the rep would have a step that typically would be stated as something like, have an initial meeting with a prospect. What you should be tracking, however, isn t whether the rep completes that first meeting, but whether the customer takes the desired action, such as: the contact referred me to a second decision maker or contact agreed to arrange meeting with their buying team. First ask your salespeople what actions the customer has taken. 3. Chart progress and conduct reviews with salespeople based on where customers are in their buying process. What should matter to you is not where your salesperson is in their sales process, but where the customer is in their buying process. If you want to be customer-focused, the key issue isn t how quickly the sales person goes from Qualify to Close, but how quickly and smoothly the customer goes from, say Research to Commitment in the buying process (or whatever labels you ve identified for the customer buying steps) TopLine Leadership. All Rights Reserved. 3 of 3
4 Don t ask a salesperson, Where are you with XYZ account? Instead, ask, What actions have been taken by the customer thus far? And, What action do you want them to take next, and by when? The answer to these questions provides you with a better understanding of the true status of the sales opportunity. 4. Provide coaching early in the sales process; avoid last minute interventions by sales managers or executives. I ve worked with thousands of salespeople over the last 30 years and a common complaint I hear is about a senior manager riding in on a white horse to save the day and close a deal. The end result of this white-horse ride is often three-fold: white knuckles for the salesperson, a bigger discount for the customer, and lower profit for the company! What kind of win is that? Monitor the sales process early on that s when you can have the biggest impact. There are other problems with such late-cycle interventions by managers: Most importantly, your best chance at influencing the opportunity occurs early in the customer s buying process, when they are defining their needs and shaping their vision of a solution. It diminishes the salesperson s credibility, and sets a precedent that the customer will always get a better deal (read: bigger discount) if they go over the salesperson s head. Interventions are often timed because management wants to close a sale by the end of a business quarter. But rarely is closing by the end of your quarter an objective of your customer s buying cycle (unless they know that you re willing to cave in on price at such times). Timing a close to coincide with your business cycle is another signal that you re more focused on yourself than your customer. To avoid these problems, create mechanisms that allow you to monitor a sale throughout the buying cycle, and especially early on. For example, require your salespeople to send a Memo of Understanding (MOU) to the customer and bcc you on it. An MOU is a short sent after the initial appointment meant to confirm your salesperson s understanding of critical information, such as the customer s current situation, key goals and obstacles, and complications. Reviewing MOUs gives you an early indicator of how well your salespeople are defining customer needs, which has the biggest impact 2011 TopLine Leadership. All Rights Reserved. 4 of 4
5 on their ultimate success. Plus you ll recognize the larger sales opportunities sooner. Becoming Customer Focused Creating a more customer-focused sales force is largely a matter of creating more customer-focused sales managers and sales management processes. It won t happen unless you reshape how to train, guide, and evaluate your salespeople. The change in perspective has two benefits: First, it gets your salespeople to focus on what they want the customer to do, not just the sales actions they want to take. Second, every time you can mark off a customer action as completed, you know that the customer has taken action that moves them further along in their buying process. And that will improve the accuracy of your sales forecasting! Kevin Davis, president of TopLine Leadership, is the author of Slow Down, Sell Faster! Understand Your Customer s Buying Process and Maximize Your Sales (Amacom Books; January, 2011). His company provides custom workshops based on the Slow Down, Sell Faster! sales model, as well as a Sales Management Leadership workshop for sales managers. Contact Kevin through his website at TopLine Leadership. All Rights Reserved. 5 of 5
THAT. A Special Report
TOP 12 MISTAKES THAT SALESPEOPLE MAKE A Special Report Our Business Is Improving Yours 1457 North US Highway 1, Suite 24 Ormond Beach, FL 32174 Tel: 386-898-0007 Int l: 800-403-9379 Fax: 386-898-0004 www.learningoutsourcegroup.com
More informationThe Four Keys of Objective Based Selling
Chapter Six The Four Keys of Objective Based Selling The essentials of this sales model are embodied in the four keys of Objective Based Selling, which are: Open-ended questions Personal, professional
More informationSPIN Selling SITUATION PROBLEM IMPLICATION NEED-PAYOFF By Neil Rackham
SITUATION PROBLEM IMPLICATION NEED-PAYOFF By Neil Rackham 1. Sales Behavior and Sales Success Small Sales Selling Techniques The traditional selling techniques that most of us have been trained to use
More informationTerminology and Scripts: what you say will make a difference in your success
Terminology and Scripts: what you say will make a difference in your success Terminology Matters! Here are just three simple terminology suggestions which can help you enhance your ability to make your
More informationCompanies already have customer data Creating a more effective sales team With all of this improved technology Most companies have a CRM
Many sales organizations are faced with the underutilization of their sales assets, meaning the potential of available resources, both sales reps and territories, are not being used to their fullest. Every
More informationTHE STATE OF SALES EXECUTION
THE STATE OF SALES EXECUTION 2015 Trends Report Top Objectives and Challenges Facing Sales Leaders and Sales Teams Organizations in 2015 are continuing to make a fundamental shift toward more aggressive
More informationThe Five Biggest Pitfalls Dentists Need to Avoid When Buying a Dental Practice By Troy C. Patton, CPA/ABV
The Five Biggest Pitfalls Dentists Need to Avoid When Buying a Dental Practice By Troy C. Patton, CPA/ABV Troy Patton, CPA/ABV is an accountant from Indianapolis Indiana. Mr. Patton started his practice
More informationProspect Qualification: Increasing Sales Productivity
Prospect Qualification: Increasing Sales Productivity Learn how using the Qualified Prospect Formula will enable you to look inside the minds of your buyers, to inspect the condition of your prospects,
More information100 Sales Generating Tips
SPECIAL ACTION REPORT A complimentary report provided by an independent BBG Business Development Specialist Our purpose: To provide practical business information that works Guaranteed! In particular how
More informationThe Top 7 Reasons You Need An Order Management System
The Top 7 Reasons You Need An Order Management System One of the biggest, and most overlooked, opportunities to grow your business is through operational efficiencies. Automating the order fulfillment
More informationHOW A MOBILE CRM MAKES YOU MORE SUCCESSFUL
Book 2 of 4 HOW A MOBILE CRM MAKES YOU MORE SUCCESSFUL PART OF THE CRM SUCCESS SERIES Introduction THE MODERN CRM Customer relationship management (CRM) solutions have been used by companies to sell, service,
More informationUSING CUSTOMER RELATIONSHIP MANAGEMENT AND ONBOARDING SOLUTIONS TO IMPROVE THE CUSTOMER EXPERIENCE
USING CUSTOMER RELATIONSHIP MANAGEMENT AND ONBOARDING SOLUTIONS TO IMPROVE THE CUSTOMER EXPERIENCE Randy Barnes Director, Product Management INTRODUCTION: ADDRESSING CHALLENGES USING CUSTOMER RELATIONSHIP
More informationThe Challenger Sale SOUND SMART. SAVE TIME. SELL MORE. A 15-page guide to the 240-page sales book.
The Challenger Sale d e iz r a m m Su SOUND SMART. SAVE TIME. SELL MORE. A 15-page guide to the 240-page sales book. Contents (Click to Jump to a section) Quick Synopsis Key Terms Chapters 1-3: The Challenger
More informationCRUSH WHITE PAPER HOW TO BUILD A KILLER STRATEGIC ACCOUNT PLAN. The guide every salesperson needs to read before creating a strategic account plan.
CRUSH WHITE PAPER HOW TO BUILD A KILLER STRATEGIC ACCOUNT PLAN The guide every salesperson needs to read before creating a strategic account plan. CRUSH PAPER: HOW TO BUILD A KILLER STRATEGIC ACCOUNT PLAN!!
More informationi2isales Training Solution - Sales Management
Please note: This document has been created due to requests from some of our customers for an off the shelf solution. It represents a very basic outline of the type of offering(s) we provide - and should
More informationAMERICAN EXPRESS FORCE SUCCESS
AMERICAN EXPRESS USING E XTRA INCENTIVES TO DRIVE SALES FORCE SUCCESS AMERICAN EXPRESS USING EXTRA INCENTIVES TO DRIVE SALES FORCE SUCCESS When she was managing a team selling exhibition space at business-to-business
More informationKey #1 - Walk into twenty businesses per day.
James Shepherd, CEO You can be successful in merchant services. You can build a residual income stream that you own. You can create lasting relationships with local business owners that will generate referrals
More informationSales Training Programme. Module 8. Closing the sale workbook
Sales Training Programme. Module 8. Closing the sale workbook Workbook 8. Closing the sale Introduction This workbook is designed to be used along with the podcast on closing the sale. It is a self learning
More informationSales Management 101, Conducting Powerful Sales Review Meetings
Sales Management 101, Conducting Powerful Sales Review Meetings Dave Brock, Partners In EXCELLENCE Dimensions of EXCELLENCE is based on the four dimensions of performance and organizational excellence.
More informationThe 5 Common Barriers to Peak Sales Performance
The 5 Common Barriers to Peak Sales Performance And What You Can Do to Overcome Them Everyone wants their salespeople to be more productive. But if your sales force is already giving 100 percent, how can
More information7 Ways To Explode Your Profits as a Tint Professional and Change your Life Forever!
WINDOW FILM CUTTING SYSTEM 7 Ways To Explode Your Profits as a Tint Professional and Change your Life Forever! 2012 Tint Tek The automobile window tinting industry is a highly profitable trade and, for
More informationThe first 100 days! A guide for new sales people in their first external selling role
The first 100 days! A guide for new sales people in their first external selling role Foreword During my sales career I have watched so many new sales people left to their own devices without sufficient
More information10 TIPS FOR BUYING MAILING LISTS
10 TIPS FOR BUYING MAILING LISTS A Guide to Purchasing Direct Mail Lists INTRODUCTION With over 30,000 different lists available, it is essential that you make informed and quality choices to ensure you
More informationE XPERT PERFORMANC E. Building Confidence. Charting Your Course to Higher Performance. The Number 1 Challenge for New Leaders
E XPERT PERFORMANC E Charting Your Course to Higher Performance CHALLENGE: Today s leaders need to meet an increasing demand for measurable results in ever decreasing time frames. SOLUTION: Ultimately
More informationCompensation Reports: Eight Standards Every Nonprofit Should Know Before Selecting A Survey
The Tools You Need. The Experience You Can Trust. WHITE PAPER Compensation Reports: Eight Standards Every Nonprofit Should Know Before Selecting A Survey In today s tough economic climate, nonprofit organizations
More informationTelemarketing Services Buyer's Guide By the purchasing experts at BuyerZone
Introduction: reasons to outsource The main reason companies outsource telemarketing operations is that setting up a large scale telemarketing call center is expensive and complicated. First you ll need
More informationWhy Marketing Automation is a Must-Have For Every B2B
Why Marketing Automation is a Must-Have For Every B2B VP of Sales Robert M. Walmsley President and CEO, Tailwind Strategies In the age of Internet marketing there is no salesmarketing alignment issue more
More information100 Ways To Improve Your Sales Success. Some Great Tips To Boost Your Sales
100 Ways To Improve Your Sales Success Some Great Tips To Boost Your Sales 100 Ways To Improve Your Sales Success By Sean Mcpheat, Managing Director Of The Sales Training Consultancy What makes a successful
More informationNINE. Coaching Tips. for Sales Managers to Drive Better Sales Funnel Results
NINE Coaching Tips for Sales Managers to Drive Better Sales Funnel Results Series on Maximizing Performance with the Sales Funnel Reference Guide Introduction... i Tip One Commit to a funnel inspection
More informationWhite Paper. Leads are precious, treat them like gold
White Paper Leads are precious, treat them like gold 2 It s essential to get the most from the leads your business receives - - - your marketing and advertising dollars are being spent to create them,
More informationFinancial services marketers: Are your sales aids actually aiding sales?
Financial services marketers: Are your sales aids actually aiding sales? Here s the deal The consumer is as sophisticated as they ve ever been. Financial products are as sophisticated as they ve ever been.
More informationLeadership, Attitude, Performance...making learning pay! Go Beyond the Sale. Customer Service in Selling. More than a department
AP Selling LAP 130 Performance Indicator: SE:076 Go Beyond the Sale Leadership, Attitude, Performance...making learning pay! Customer Service in Selling Crush the competition More than a department Can
More information25 Questions Top Performing Sales Teams Can Answer - Can You?
25 Questions Top Performing Sales Teams Can Answer - Can You? How high growth businesses use Sales Force Automation to drive success The best performing sales teams can answer the sales management questions
More informationRawson Internet Marketing
Introduction: Connect Connecting with the right prospects is the first step to sales and marketing automation success. Let s cover how to identify your ideal buyer and connect with leads that come to your
More informationWhy Your Business Needs a Website: Ten Reasons. Contact Us: 727.542.3592 Info@intensiveonlinemarketers.com
Why Your Business Needs a Website: Ten Reasons Contact Us: 727.542.3592 Info@intensiveonlinemarketers.com Reason 1: Does Your Competition Have a Website? As the owner of a small business, you understand
More informationUnderstanding Franchising
Understanding Franchising By: Robert A. Gappa President, Management 2000 For the past twenty-five years the key concepts of franchising have been under going evolution and transformation. Management 2000
More informationYOUR COMPLETE CRM HANDBOOK EVERYTHING YOU NEED TO KNOW TO GET STARTED WITH CRM
YOUR COMPLETE CRM HANDBOOK EVERYTHING YOU NEED TO KNOW TO GET STARTED WITH CRM Introduction WHAT IS CRM? CRM is much more than a buzzy acronym that s been tossed around the business and sales world for
More informationA Sales Strategy to Increase Function Bookings
A Sales Strategy to Increase Function Bookings It s Time to Start Selling Again! It s time to take on a sales oriented focus for the bowling business. Why? Most bowling centres have lost the art and the
More informationSeeing you through refinancing
REFINANCING GUIDE Seeing you through refinancing hether you re moving home, renovating, or simply looking for a different home loan, refinancing doesn t need to be complicated. At QuickSelect we are interested
More informationMOVING THE MIDDLE. The Business Impact of Making Your Middle Sales Performers Better
MOVING THE MIDDLE 2014 The Business Impact of Making Your Middle Sales Performers Better A five percent gain in the middle 60 percent of your sales performers can deliver over 91 percent greater sales
More informationSocial Engagement: Beyond Social Selling
Social Engagement: Beyond Social Selling Joe Galvin Volume 3, Edition 24 Strategic Decision Sales professionals who embrace social selling are seeing a performance advantage over those who do not. The
More informationThe Commission Cutting Report
The Commission Cutting Report Why they re being cut and what you can do about it! By Mike Ferry Page 1 of 17 THE COMMISSION CUTTING REPORT Why am I writing a report of this type? Why is a report of this
More informationChunking? Sounds like psychobabble!
Chunking? Sounds like psychobabble! By Sarah Frossell Published in Rapport Magazine Winter 1998 So much of the business world depends on the fast, free flow of information but does the unit size the information
More informationRelationships. The Key to Effective Demand Planning in a Business-To-Business Environment. Inspiring Business Excellence
Infor mative gu i des on i n du s t r y bes t pr ac t ic e s Relationships The Key to Effective Demand Planning in a Business-To-Business Environment George Palmatier Oliver Wight Americas Inspiring Business
More informationKiller Sales Playbooks
Developing, Delivering and Evolving Killer Sales Playbooks Adapted from the original written by the Kadient Sales Enablement Team Developing, Delivering and Evolving Killer Sales Playbooks Anyone who has
More informationMigrating from Managing to Coaching
a ValueSelling Associates Migrating from Managing to Coaching How to bring out the best in sales teams and increase bottom lines The role that frontline sales managers play in coaching to the right skills,
More informationSales Managers guide to using the PTS CRM Leads
Sales Managers guide to using the PTS CRM The job of the sales manager is a challenging one. One of the biggest challenges that they face is how to keep a team of sellers motivated and producing quality
More information16 Questions Sales Managers Must Ask
16 Questions Sales Managers Must Ask Here are 16 critical questions sales managers should learn to ask their salespeople about any pending sale. If managers make a habit of asking these questions during
More informationORACLE SALES ANALYTICS
ORACLE SALES ANALYTICS KEY FEATURES & BENEFITS FOR BUSINESS USERS Analyze pipeline opportunities to determine actions required to meet sales targets Determine which products and customer segments generate
More informationDrop Shipping ebook. What s the Deal with Drop Shipping?
What s the Deal with Drop Shipping? How would you like to start an online store with minimal upfront investment and be able to run your business from anywhere in the world? Better yet, have someone else
More informationSales Training Programme. Module 7. Objection handling workbook
Sales Training Programme. Module 7. Objection handling workbook Workbook 7. Objection handling Introduction This workbook is designed to be used along with the podcast on objection handling. It is a self
More information10 Ingredients of a Successful Marketing Plan - 2014 SDB Creative Group, Inc.
10 Ingredients of A Successful Marketing Plan You know the saying, not planning is planning to fail. Developing a marketing plan for your business gives you a tool that will help you know your business
More informationAccount Development Strategies. Always, Sometimes and Never. Covenants. Sales & Development Curriculum
Sales & Development Curriculum Account Development Strategies Always, Sometimes and Never How do you maintain, protect and GROW your accounts? In this course, we ll give you tools, tactics and processes
More informationProfessor: David Shepherd
CLASS 11 Taking Your Sales Process Inbound Professor: David Shepherd Inbound Certification Brought to you by HubSpot Academy 1 WHAT IS INBOUND SALES? TRADITIONAL INBOUND vs. TRADITIONAL INBOUND Cold
More informationThe Marketer s Guide To Building Multi-Channel Campaigns
The Marketer s Guide To Building Multi-Channel Campaigns Introduction Marketing is always changing. Currently there s a shift in the way we talk to customers and potential customers. Specifically, where
More informationThe first time my triathlon coach saw me swim,
Reaching the Podium: Justin Thomas, CFP How You Can Achieve Your Financial Goals 1 The first time my triathlon coach saw me swim, he wasn t very optimistic. You look like an electrocuted frog, he said.
More informationMotivation Through Goal Setting: The Road to Success
Motivation Through Goal Setting: The Road to Success In sports, as well as in life, it is important to set goals for yourself and also for your team. They will provide direction and identify areas which
More informationCheck-in Deals A new way to connect with customers
Check-in Deals A new way to connect with customers At Facebook, we are always looking for ways to create more enriching experiences so that businesses can share, connect, and interact with their customers.
More informationIntroduction. A Sales Model. Six Areas of Material Handling Sales Skills, Techniques, and Knowledge
Introduction A Sales Model Six Areas of Material Handling Sales Skills, Techniques, and Knowledge To succeed as a material handling salesperson requires developing skills, techniques, and knowledge in
More information36 TOUGH INTERVIEW QUESTIONS And ways to structure the responses
1 36 TOUGH INTERVIEW QUESTIONS And ways to structure the responses (Management specific questions start with question 30) 1. Tell me about yourself Frame it: Describe how you are today vs. a long story
More informationFIVE STEPS TO MANAGE THE CUSTOMER JOURNEY FOR B2B SUCCESS. ebook
FIVE STEPS TO MANAGE THE CUSTOMER JOURNEY FOR B2B SUCCESS ebook TABLE OF CONTENTS Executive Summary Step 1: Map the Customer Journey Step 2: Find the Gaps, Please Step 3: Create a Total Customer View Step
More informationHow To Create Your 2013 Individual Sales Plan
How To Create Your 2013 Individual Sales Plan Bill Todd is a recognized expert in sales, marketing and social media. Today, he is a highly sought-after motivational speaker, sales trainer and executive
More informationHow to Become a Data Driven Business
January 2012 Executive summary Becoming a Data Driven Business, particularly from a Marketing perspective, presents significant benefits in helping your business to grow, develop and succeed, by working
More informationShipServ helps marine & offshore suppliers succeed
ShipServ helps marine & offshore suppliers succeed Generate awareness & build your company s brand Win new business at lower cost Manage orders efficiently & retain customers Overcome your sales & marketing
More informationNurturing Partner and Customer Relationships. Agenda. Christina Bauer
Nurturing Partner and Customer Relationships Christina Bauer Agenda My Background How are Good Partnering & Good Marketing Related? Tips for partnering with Microsoft no matter how big your company is
More informationAvon Sales Leadership Development Contact 1
Avon Sales Leadership Development Contact 1 Build a Fabulous Foundation How to be a successful Sales Leader Instructional Aid April 2011 1 Sales Leadership Development Contact 1 Overview Development 1
More informationHow to fill every seat in the house. An event manager s guide to SMS Marketing
How to fill every seat in the house An event manager s guide to SMS Marketing - Why should you use SMS messaging? When was the last time you didn t have your mobile? Chances are you can t remember (because
More informationWho s Winning? How knowing the score can keep your team moving in the right direction. Who s Winning?
Who s Winning? How knowing the score can keep your team moving in the right direction. Imagine sitting through an entire football game without knowing the score. The big day has arrived. It s Michigan
More informationAdvanced Trading Systems Collection FOREX TREND BREAK OUT SYSTEM
FOREX TREND BREAK OUT SYSTEM 1 If you are a part time trader, this is one system that is for you. Imagine being able to take 20 minutes each day to trade. A little time at night to plan your trades and
More informationYour Complete CRM Handbook
Your Complete CRM Handbook Introduction Introduction Chapter 1: Signs You REALLY Need a CRM Chapter 2: How CRM Improves Productivity Chapter 3: How to Craft a CRM Strategy Chapter 4: Maximizing Your CRM
More informationMaximizing the Effectiveness of Sales Training
WHITE PAPER Maximizing the Effectiveness of Sales Training Five Factors for Developing Sustainable Selling Skills Abstract According to the American Society of Training and Development, US-based companies
More informationThe Top FIVE Metrics. For Revenue Generation Marketers
The Top FIVE Metrics For Revenue Generation Marketers Introduction It s an old cliché but true: you manage what you measure. One implication is that when a business changes, measures should change as well.
More informationBUILD A FEARLESS SALES FORCE. CPQ Guide. CPQ Readiness check list Key questions to ask CPQ vendors CPQ implementation guide. www.apparound.
BUILD A FEARLESS SALES FORCE CPQ Guide CPQ Readiness check list Key questions to ask CPQ vendors CPQ implementation guide www.apparound.com CPQ Guide The best sales teams are always looking for ways to
More informationVIDEO TRANSCRIPT: Content Marketing Analyzing Your Efforts 1. Content Marketing - Analyzing Your Efforts:
VIDEO TRANSCRIPT: Content Marketing Analyzing Your Efforts 1 Content Marketing - Analyzing Your Efforts: This is a transcript of a presentation originally given live at the Growth Powered by Risdall Fall
More informationHow To Choose A Successful Guided Selling Software
Guided Selling 101 What Matters Most and What to Ask 2 What is Guided Selling? Think of Guided Selling as a GPS for the sales person, dynamically providing them the support and guidance they need to reach
More informationThe Seven Deadly Sins Of Car Buying That Could Cost You Dearly, And How To Avoid Them
The Seven Deadly Sins Of Car Buying That Could Cost You Dearly, And How To Avoid Them The Car Business 101... 2 Sin #1: Shopping Based On Monthly Payment Instead Of Price... 3 Sin #2: Putting Money Down
More information5IMPROVE OUTBOUND WAYS TO SALES PERFORMANCE: Best practices to increase your pipeline
WAYS TO 5IMPROVE OUTBOUND SALES PERFORMANCE: Best practices to increase your pipeline table of contents Intro: A New Way of Playing the Numbers Game One: Find the decision maker all of them Two: Get ahead
More informationThe Best Practices of High Performing Sales Teams: More from the Middle
The Best Practices of High Performing Sales Teams: More from the Middle By Steve Andersen, PMI President and Founder Fourth in a Series, September 2009 High Performing Sales Teams Increase Productivity
More informationWhat is a Credit Score and Why Do I Care What It Is?
What is a Credit Score and Why Do I Care What It Is? Your Credit Score is a lot like the score you get on a test. You get points for good credit decisions and behavior and you get points taken away for
More informationhow 140 characters can ruin your reputation essential reading for retailers ebook
how 140 characters can ruin your reputation essential reading for retailers ebook it only takes 140 characters to ruin your reputation The empowered consumer has you in the palm of their hand. Most ecommerce
More informationBasic Sales Training
Basic Sales Training Basic sales training for people new to sales, and self employed and small business owners that sell products and services. This free sales training program from www.sales-training-sales-tips.com
More informationHow Can I Get the Money Flowing? (Transcript of Lecture found at http://www.wealthbeyondreason.com/moneystuff.html)
How Can I Get the Money Flowing? (Transcript of Lecture found at /moneystuff.html) It seems to be a fact that when people start to learn about the Law of Attraction, the number one thing they want to attract
More informationSocialprise: Leveraging Social Data in the Enterprise Rev 0109
Socialprise: Leveraging Social Data in the Enterprise Rev 0109 Contents I. Socialprise: Capturing Smart Insights into Agile Relationships II. Socialprise Applications: Getting the Who, What and When of
More informationThe Essential Sales Playbook. Helping Sales Close the Deal
The Essential Sales Playbook Helping Sales Close the Deal Executive Summary Gone are the days of Marketing throwing leads over the wall to Sales without responsibility or visibility to when, if and how
More informationCash Flow Exclusive / September 2015
Ralf Bieler Co-Founder, President, CEO Cash Flow Exclusive, LLC My 2 Cents on The Best Zero-Cost Strategy to Improve Your Business To achieve better business results you don t necessarily need to have
More informationFrom Customer Management to Customer Engagement: Sales in the New Buying Environment
From Customer Management to Customer Engagement: Sales in the New Buying Environment How social software applications help salespeople interact with customers in innovative new ways. THE B2B BUYING ENVIRONMENT
More informationBusiness Process Management The Must Have Enterprise Solution for the New Century
Business Process Management The Must Have Enterprise Solution for the New Century 15200 Weston Parkway, Suite 106 Cary, NC 27513 Phone: (919) 678-0900 Fax: (919) 678-0901 E-Mail: info@ultimus.com WWW:
More informationSALES EXECUTION TRENDS 2014
SALES EXECUTION TRENDS 2014 Dec 2013 Top Objectives & Challenges Facing Sales Leaders As organizations shift from maintenance mode to growth mode, and from enablement to execution, sales leaders must have
More informationProduct-centric to Customer-centric: Why CRM is the Business Strategy for School Market Success
Product-centric to Customer-centric: Why CRM is the Business Strategy for School Market Success As the education market matures, companies seeking to sell to ever-moresavvy product and service buyers are
More information7 Excuses Salespeople Make For Not Achieving Targets. ..and how to manage a better result!
7 Excuses Salespeople Make For Not Achieving Targets..and how to manage a better result! by David Penglase B.Bus(HRD) MBA MPE www.salescoachcentral.com Liability Disclaimer: The information provided in
More informationA Writer s Workshop: Working in the Middle from Jennifer Alex, NNWP Consultant
Structure of a Workshop: A Writer s Workshop: Working in the Middle from Jennifer Alex, NNWP Consultant For the last four years, writing and reading workshops have been the foundation of my classroom practice.
More informationThe Little Red Book of Selling By Jeffrey Gitomer
The Little Red Book of Selling By Jeffrey Gitomer Why do people buy? is a thousand times more important than How do I sell? 1. I like my sales rep. Liking is the single most powerful element in a sales
More informationHere are several tips to help you navigate Fairfax County s legal system.
Since 2004, I ve been a daily presence in the Fairfax County Courthouse and have handled hundreds of drug cases as both a Prosecutor and a Defense Attorney. I have spent the last decade analyzing the legal
More informationCoaching and Career Development
Coaching and Career Development Overview Five key ways to coach and support career development. What is coaching? Hold frequent coaching meetings with employees Work on your coaching skills Plan and prepare
More informationSuccessfully Implementing a CRM
Guide to Successfully Implementing a CRM www.salesnexus.com Table of Contents Introduction 3 How To Sell It To Your Sales People 4 Deciding Upon Fields to Create 5 CRM Field Customization Worksheet 6 Reports
More information5.1. Relationship Marketing Via the Internet. The Ability To Target People. Cost Effective Database
Previous Menu 5.1 Technology Series Relationship Marketing Via the Internet FOCUS Key considerations in using the internet for relationship marketing. By Rodger Stotz, CPIM, Maritz Inc., and Bruce Bolger,
More informationQuick Start Guide Getting Started with Stocks
Quick Start Guide Getting Started with Stocks Simple but Sophisticated Don t let the name fool you: the scan may be simple, but behind the curtain is a very sophisticated process designed to bring you
More informationCreate YOUR Client Journey Map
Create YOUR Client Journey Map What the heck is a client journey map? Only one of the most powerful tools you can have as you build your business! Seriously. Most business owners look at their marketing
More informationAnytime Adviser New Car Buying Coach
Anytime Adviser New Car Buying Coach Welcome. This interactive guide offers you strategies for getting the best deal on a new car. Let's begin. Interested in a little guidance to negotiate your best deal
More information