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.
Opportunity Portfolio Management
We have recently released a new version of ASPEC that has added Accounts, Contacts and Interactions to our Sales Tracking and Opportunity Management functions. Some call this CRM, others call it Sales Force Automation. I tend to view ASPEC 4 as true Sales Automation. As usual, however, there is no standard definition out there on what Sales Force Automation actually is - some … [Read more...] about The Army of New Sales CRM Vendors, and Why They’ve Got It Wrong
Here are some more thoughts on the metaphor of the stage play versus the sales transaction that began in this post. As in that post, the italics are taken from my original description of the SalesWays Opportunity Portfolio Management training course. Remember, the reason that we get precise in the language of sales is to define an exact model of the sales process that the … [Read more...] about The Sales Process – “All the World’s a Stage …” (Part Two)
Priority is an important concept in selling. It helps us to determine how we should organize our work on the opportunities in our portfolios in order to maximize their value, and maximize our income. Although the idea is intuitive in theory, it is not always obvious in the reality and pressures of dealing with real sales opportunities in real time. There are many ways to … [Read more...] about Prioritize Sales Opportunities to Maximize Results
"All the world’s a stage and we’re all players and salespeople." This quote is from an article by Liz Guthridge called, “Learn to love selling in the year of the snake.” Actually, Liz was reviewing a recent book by Dan Pink called “To Sell Is Human.” I checked out the inside of the book on Amazon and placed an order—looks like good stuff to me. Liz is enamored by a suggestion … [Read more...] about The Sales Process – “All the World’s a Stage …”