Salespeople have to be able to predict when sales will happen, it’s an essential part of the job, and it’s referred to as forecasting. Businesses need to know what is lying ahead and salespeople are best suited for determining that. But, as any salesperson will tell you, “it ain’t easy.” In our ASPEC sales methodology we use a couple of issues to determine probability of winnin … [Read more...] about “When will it happen?” – Critical question deserving careful thought!
It’s that time of the year when the tech world makes the pilgrimage to San Francisco to talk enterprise cloud computing at Dreamforce. Salesforce has invited our CTO, Sam Henechowicz, to host a Developer Zone session at the conference, and concurrently, we will be launching ASPEC for Salesforce 2.0, the app that takes opportunity management to an even higher level of e … [Read more...] about Dreamforce ‘14 – ASPEC at the World’s Largest Cloud Computing Conference
Remember maps? You could buy them at gas stations and unfold them and search out where you were and where you wanted to go. You could plot routes and make a plan and then try to refold it only to end up with some misshapen accordion of paper. It was all very manual and didn’t adapt well to change. And if you missed a turn, you had to try to figure out where you were now and c … [Read more...] about Optimizing Sales Opportunities: The GPS of Selling
In a previous article, I categorized the probing skill as the most overlooked of the three selling skills: probing, proving, and closing. Probing is asking the questions before giving the answers. It’s listening to what the customer says, thinking about that in relation to your own products and sales environment, asking follow-up questions and listening again, repeat. You never … [Read more...] about The Probing Demo: Using the Right Selling Skills At The Right Time
Any enterprise considering an opportunity management solution has, by definition, an opportunity management problem. Just as in medicine, triage is the first step in selecting an opportunity management app - where does it hurt? It is a fair assumption that most companies today will have an established CRM program. For many sales organizations, the opportunity management … [Read more...] about 8 Sales Pain Points – Do You Have Sales Pain?