Whether you are a sales person in a company or a founder of a small company- you have a sales process already. Whether it is effective, scalable, and most importantly- designed around your ideal customer’s buying process is a whole other story.
Whether you are a sales person in a company or a founder of a small company- you have a sales process already. Whether it is effective, scalable, and most importantly- designed around your ideal customer’s buying process is a whole other story.
Topics: sales process, sales methodology
On yesterday’s #livesaleslab we talked about sales strategies, specifically sales prospecting strategies. A new participant in the weekly open sales call came in saying “I really need to stuff the pipe a lot this month.” Hopefully no one else on the call heard me roll my eyes…
Topics: sales process, sales coaching
The title is a question a new client asked last week. It was such a great question, we decided to explore it further in this week’s #livesaleslab. Here is what he is learning:
Topics: sales process, sales mindsets
In case you didn’t know- I have not been one of those ‘lifelong’ salespeople. I disliked sales so much, that when I settled on what I wanted to learn in college, it was marketing because I wanted to learn how to use marketing to make salespeople obsolete. At least- based on what my perception of salespeople was. If you read Daniel Pink’s book, “To Sell Is Human”, you know that his research claims that 7 out of 10 people have a negative perspective of sales as manipulation, pushy, aggressive, etc. I was certainly one of the 7.
Topics: sales process, sales questions
Should salespeople take notes during sales calls? People are different. They learn differently and they consume information differently. I've heard it both ways, "If you are writing notes, you can't also be listening," and on the flipside, some people would be lost without them. So is there a right and a wrong way?
Topics: sales process, sales coach
This post started as a debate between sales coaching and training- which should come first? Between conversations with Rick Roberge and Peter Caputa, I had some thoughts.
Topics: sales process, sales coach, sales training
I used to think that no one was better at multitasking than I was. At one point in my life, I was a single mom, full time student, landlord, and worked full time on the ground floor of a really cool tech start up. Multitasking was my life. My mom used to ask me when I was going to stop burning the candle at both ends. To which I replied, "I'm not just burning it at both ends, I'm breaking it in half and burning both of those ends at the same time."
Topics: sales tactics, sales process
A lot of people are trying to figure out what the perfect sales process is. Some are even trying to figure out their ideal customer’s buying process. A few are even trying to align their sales process to their buyer’s process.
Topics: sales process, buying process
There seems to be a lot of buzz lately about sales 2.0 tools. Sometimes I feel like I am waving my arms at the masses and screaming "WAIT!" *sigh* If people just did what I told them, their lives would be much better off and the world a happier and peaceful place.
Topics: sales strategy, sales process, sales 2.0 tools
Recently I explained how using buyer persona modes for sales and marketing strategy was like watching your favorite TV show series. You get to know and understand the characters by their mannerisms (ie: analytics, social media). You start to identify and empathize with them, even if they are a bad guy.
Topics: marketing strategy, sales strategy, sales process, buyer personas, inbound networking
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