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.
My business has been CRM and SFA since the days that those terms first originated. Our products have evolved over the years to incorporate new technologies and business ideas. CRM has revolutionized the way companies communicate and interact with the customer, leading to a win-win of a better customer experience and a more lucrative business model. Interactions with the … [Read more...] about Trillion Interactions
I’m reading a couple of interesting books and by chance they both discuss multitasking. In fact, the first one deals entirely with multitasking from the point of view that it is far more effective to tackle one thing at a time. The second is about SCRUM, the highly popular way to manage software teams and projects. It talks about using SCRUM outside of the realm of software—I’m … [Read more...] about Multitasking In Sales
When I did my research for this article, trying to see what statistics are available about how sales professionals spend their time, I got some very useless information. Things like "24% of the salesperson’s time is spent on generating leads and researching accounts." How is that useful information? First, is 24% of my time working at this too much? What is the right amount of t … [Read more...] about Setting Priorities: How Do You Spend Your Selling Day?
Ed. – Fortunately we have enough interesting and compelling content here at The HUB that we can dig into our archive and still offer up something that you should find, well, interesting and compelling. Today we’re re-publishing John Darrin’s take on sales tactics and strategies for selling to sales pros. I get a lot of calls from telemarketers – tele-sales people really, becaus … [Read more...] about Selling to Sales Pros