Before and after every phone call or in-person meeting during the sales process, informative e-mails can help you clarify and advance the discussion. Ralph Allora explains how to use well-written e-mail messages to help your sales process along.
For many sales professionals, prospecting and qualifying are the least favorite aspects of their jobs.
In the rush to dig into a new account and make a sale, qualifying is often skimmed over and salespeople end up spending time with the wrong people, negatively impacting their effectiveness.
How to Qualify Your Prospects
In this era of hyper-competition and
In a cut-throat market filled with competitors, how do you stand above the crowd with an 80% close rate and minimal churn? Jill Konrath provides a concrete example of a sales process that helps you accomplish just that.
Aaron Ross, formerly of salesforce.com, writes a piece on how to build a winning sales organization. And as a reminder for those sales managers who believe sales activities are the solution for every revenue shortfall they face – number 6 has your name written all over it.
Thoughtful article by Jeff Thull on Jonathan Farrington’s blog talking about the “death” of solution based selling. He makes some good points – although I think he’s somewat over-egging the point and deliberately painting solution selling in an old fashioned way that is rarely used.
So you’ve got your sales process down. It’s either been handed to you by your company or you’ve come up with it on your own.
In that process, your first appointment may be a getting-to-know-you along with a needs analysis. Your next one may be a detailed survey of the customer’s facility/current systems/current methods/practices/costs. Your next
“How Can I Regain Control of a Sales Process That’s Out of Control?”
I got this question from one of my clients last week. The more I thought about it, the more I realized that this is a common problem for sales professionals–especially in complex (long) selling cycles.
Let’s start at the top. You are in sales
Have you ever been at a doctor’s appointment and had him start a procedure without filling you in on what to expect? How about buying a new home and your realtor not telling you what you’ll need to complete the purchase? Doesn’t really make you feel “okay” does it?
This is how your prospect feels if
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