Everything that humans do is process. Everything. Process is "a systematic series of actions directed to some end." That pretty much describes everything you do, from brushing your teeth to designing a jumbo jet. The only time we escape process is when we’re asleep. So why do many sales people react with, “Process? We don’t need no stinkin’ process.” (Apologies to Humphrey Bog … [Read more...] about Process? We don’t need no stinkin’ process.
One of the most significant daily challenges to a sales professional is deciding which opportunity to work on today. To do this, you have to get your prioritization right, and that requires each opportunity to be valued. This is even more critical when you are working many opportunities at one time and when the opportunities are at different points in the sales cycle and have … [Read more...] about Deal Me In – Prioritizing in Cards & Sales
A while ago I wrote a post on Sabermetrics which us using baseball statistics to make strategic decisions in improving a team’s performance especially when it came to individual performers. This was the subject of the story in the movie “Moneyball” staring Brad Pit. My post was how to use some of these ideas in building sales teams. Now there is another book that discusses the … [Read more...] about Baseball, Big Data, and Selling.
Selling is one of those professions in which the gauge of success is assumed obvious. Selling more product is a sure way for a salesperson to get recognition and financial reward. It’s no surprise then that an industry has arisen around teaching salespeople to sell more effectively. If salespeople or sales managers are looking for sales education, then it’s easy to get it. The … [Read more...] about Managing the Bigger Sales Picture
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