A cycle is defined as ‘a series of events that are regularly repeated in thesame order’. Thus the term fits well with the modern world of buying and selling, with buyer and seller increasingly adopting a structured and systematic approach to their work. In this article we discuss the many reasons why we have used [...]
What are the top priorities with respect to key account selling? In thecontext of the market slowdown where are salespeople focusing in order to nudge their key prospects across the line? Well, we did some looking around to find out and pulled this short list together as a guide: 1. Sell higher – selling to [...]
We spent a morning with a sales team recently, sharing tips and techniques to make their sales efforts more successful. Most of it was pretty straight forward and uncontroversial. Then we delivered the counter intuitive, but vitally important ‘stop selling’ advice. Eyebrows were raised! ‘Stop selling!’ may certainly sound like strange advice, however the [...]
The complex sale is exactly that – complex. End of article, next please. Only kidding of course. While the issue seems obvious, we meet salespeople everyday whose actions suggest it is not so. They following all the hallmarks of the stereo typical salesperson approaching the complex sale as if it they were selling office stationery, or [...]
It is early in what could be a promising sales cycle, but before the buyer commits to engage, a teleconference call is arranged so as to determine if the sellers proposition is worth exploring. The Temptation is to Tell and Sell. Now, you could consider this to be just like any other telephone call and [...]
Key lessons from Neil Rackham’s ‘Major Account Sales Strategy’ ‘Major Account Sales Strategy’ by Neil Rackham’s is a bible for the savvy sales professional. It is as relevant today as when it was first published in 1989. So, we dusted it off and pulled out its key points. The key message of this ground-breaking book [...]
If closing in the present market environment is an accomplishment, then closing without being able to meet face to face with the potential customer is a supreme art. We have been lucky enough to work with some of the top sales professionals in the world – one of whom last week closed a $500,000 deal [...]
Is everybody in your organization singing of the same hymn sheet when it comes to sales and marketing? Probably not, if the experiences of most companies hold true. Here are the different viewpoints to be found in most organizations: 1. Manager Viewpoints We find that managers are concerned about the salesperson who cannot ask for [...]
Sales as we know it has changed forever, gone are the days that 2 people can sell high value deals without help from domain, technology and delivery experts. This fact has implications for the sales and relationship competencies across your organization. We all know that buying teams are getting larger and decision making is more complex. [...]
Managers want to make sure that their sales teams are chasing the right deals. But, what classifies a good lead? What criteria must be met for sales appointments to be made? When are the proposals to be written? An increased level of pre-qualification generally requires: · Screening, sorting and pre-qualifying leads · Nurturing leads offering [...]
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