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.
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
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
Full disclosure: that title is deceptive. Intentionally so. It implies that I am going to show you some surefire ways to shorten your sales cycles and get to the win faster. Well, I am going to show you those surefire ways, but they won’t lead to a win. Shortening the sales cycle never does. First, we need to understand what the sales cycle is, and what it isn’t. Here’s what it … [Read more...] about 3 Ways To Shorten Your Sales Cycle
When we are talking about the sales process, we ask for the best guess of the sales person as to when the sales opportunity will close. Occasionally, we hear back “I don’t have an end date.” There are legitimate cases where this is true, but more often than not, it’s not only wrong, but is also dangerous. Forecasting will be difficult if not impossible, and the sales people won’ … [Read more...] about 6 Questions to Ask Anyone Who Says Their Sales Cycle Doesn’t End