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
The common way for sales teams to get automated is through a CRM system. Early adopters of CRM have managed to iron out the flaws and have settled down to life with CRM doing a pretty good job of assisting with customer experience—making it as good as you can. Salespeople and sales managers use the CRM system. If the CRM is implemented correctly, they have to. Sales, however, i … [Read more...] about 20 Reasons to Share Your Sales Process With Your ComputerReason No. 3 – Singing from the same page.
You can’t get lists out of your life - we depend on them. Before writing this I did a bit of research on the history of lists. Belle Beth Cooper in her wonderful article on lists says, “We pack all the madness and ambiguity of life into a structured form of writing. In short, making lists is a great way to increase our overall happiness and feel less overwhelmed.” Beth’s was th … [Read more...] about 20 Reasons to Share Your Sales Process with Your ComputerReason No. 2 – Because It’s the Best List Manager on the Planet!
Well right off the bat, computers are cool. Every salesperson has one in some form or another. The choice is not limited to laptops or desktops—might as well include smartphones, tablets, phablets, ultrabooks, chromebooks and, of course, pads and pods. And now there’s wearable computing—soon salespeople will be looking through Google Glass, and reading their schedule on their iW … [Read more...] about 20 Reasons to Share Your Sales Process with Your ComputerReason No 1 – Because It’s Cool