In a post a few weeks ago (you can find it here), I talked about the confusion that salespeople and sales managers are having with defining their sales cycles. I hope this post can clear that up a bit. The sales cycle is all about time, and as time is the most precious resource the salesperson has, time management (as it applies to sales opportunity management) is essential to … [Read more...] about More About The Sales Cycle
Archives for July 2015
I’m reading a good book called Zero to One, written by Peter Thiel, one the guys who founded PayPal. My life was changed by that app - my wife would agree. Peter includes a chapter on sales which looks like it’s written for people in business who don’t understand sales - to the extent that in their business sales does not exist. For instance: "The most fundamental reason that … [Read more...] about What is Sales – A View From An Expert?
I saw this discussion on the AA-ISP site just recently. It’s an ongoing issue with salespeople and managers, and especially so since metrics have gained so much dominance in the sales process. The real problem is that unless you have a consistent, realistic estimation of when the sales opportunity begins, the sales cycle starts, or your favourite expression for this event, you … [Read more...] about What is the start of the sale cycle?
I played tennis when I was a kid. I liked it a lot. I preferred one-on-one sports to team stuff. I don’t play now, but I watch the big stars playing, mostly because my wife loves those guys. I once wrote about the important of statistics in baseball, with a view to applying that way of doing things to sales. Indeed, metrics have now become one of the hottest topics in selling. … [Read more...] about Any Salespeople For Tennis?