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.
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.
Change. It happens all the time, and sales cycles are no exception. Maybe even more often than in other professions, change happens. You’ve got a mix of personalities and factors. You’ve got a winner-takes-all process with dollars and careers on the line. There is competition, sometimes severe competition. There are others out there whose goal is to screw you over. They make pla … [Read more...] about Arm Yourself With A New Sales Strategy and Sales Tool: Change
Regular HUB readers will know that at SalesWays we are constantly looking to improve sales performance using technology - that’s been a mission of mine since my early career in sales and my first personal computer. This is referred to as “sales force automation” and I’ve never really liked the term. It sounds too military for me—I see images of rows of salespeople lined up in ba … [Read more...] about The Evolution of Computational Selling – What You Need To Know About Sales Automation
Any enterprise considering an opportunity management solution has, by definition, an opportunity management problem. Just as in medicine, triage is the first step in selecting an opportunity management app - where does it hurt? It is a fair assumption that most companies today will have an established CRM program. For many sales organizations, the opportunity management … [Read more...] about 8 Sales Pain Points – Do You Have Sales Pain?