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.
Recently I heard a piece on National Public Radio about probability in weather forecasting. The central question was, what does a 20% chance of rain really mean? To some it meant take an umbrella, while to others it meant pack up the kids for a picnic. To statisticians, it meant that when you look at the 1,000 days with the closest variables to the day you are in, it will rain … [Read more...] about Probability and Priority – Do You Need An Umbrella?
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.
From Wikipedia: In mathematics, an equation is an equality containing one or more variables. Solving the equation consists of determining which values of the variables make the equality true. Your sales equation might look like this: good price + right product + favorable terms + good relationship - competition = win. And like Wikipedia says, determining the values is what will … [Read more...] about The Other Side of the Selling Equation
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!