To effectively manage a sales cycle, the salesperson must understand and mirror the buying process. This process can be broken down into the three phases: recognition of need, evaluation of solutions, and negotiation. A well-managed sales cycle will follow these phases by uncovering customer’s needs (Probing), demonstrating superior solution (Proving), and removing barriers to g … [Read more...] about The Challenge of Selling to a Buying Center
Miscellaneous General Sales Topics
From my October 1 article which I titled E-Selling: Rowing Upstream With One Oar: I'm going to follow this up with some more articles describing my first-hand experiences trying to tackle this new world of e-selling on a budget that wouldn't cover the bar tab in my previous sales experience. You could all save me the trouble by getting everyone you know to buy my book. Well, … [Read more...] about Online Selling & Promotion – My Experience So Far
Theoretically, in our Western culture we eat 21 meals each week. (3 times 7 equals 21. See how easy that was?) Five of those meals occur in the middle of the typical workday. 24% of your fuel intake happens when you're supposed to be working. The obvious solution for work day productivity - stop eating lunch. OK, don't. That's bad advice even by my standards of advice. Here's … [Read more...] about Lunch – The (Ultimate) Death of a Salesman
In addition to my former career as a sales professional and my current job as Editor of The HUB, I am an author. At least I was up until September 10, when I reverted to being a sales professional once again. This time, my product is my book, my market is Amazon users, and I'm totally overwhelmed. With this novel, my third, I decided to go the self-published route. Both of my … [Read more...] about E-Selling – Rowing Upstream With One Oar
Here are a couple of excerpts from The Sales 2.0 Gift Horse, a blog by Nigel Edelshain. He's describing some preliminary work he was doing for a client to see how Sales 2.0 might help their business. "After playing with the client’s accounting software for a fun few hours I managed to get a list of their top 100 accounts by revenue for the last year. Opening this list I t … [Read more...] about Where Did Sales 2.0 Go?