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
Over the years my team has been involved in a large number of CRM implementations to all types and sizes of company. I think we’ve done a good job overall. One reason for this is our CRM technology was developed for running our own sales distribution company – we learned on the job.But still, today, over twenty years since the idea of CRM was first developed lots of CRM pro … [Read more...] about Successful CRM Implementation #1: Getting it right first time
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!
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