With so many CRM’s in the marketplace how do you whittle your important purchase down to make sure you find the right one? You know your company needs one. The whole team would benefit from one. You have convinced the boss. You have found the budget – now what?? It is an important responsibility and …
We get it. Objections are tough. Sales objections come in many forms, and it takes experience and quick wit to get used to them. It’s not just reps fielding sales objections who think so, either. As many as 35% of sales leaders believe objection handling is the biggest challenge their reps face. We’re here to …
The perfect pipeline is hard to achieve. A sales pipeline helps you understand your sales process, increase your sales and make you confident about your data. Yet, it has been suggested that 63% of organization’s are ineffective at managing their sales pipeline. Recent published research by Vantage Point Performance (VVP) has put forward a new …
Top of the Funnel data should be concrete and reliable. It should be filled with well qualified opportunities that will enable future sales success. Unfortunately, too often this is not the case. Chances are you’ve got a good handle on the bottom of your funnel (BOFU). For opportunities more than 60% probability, you can accurately …
As a sales person, a critical part of our daily activity is negotiation sales deals. Success negotiations tied to ongoing relationships, tend to involve multiple issues beyond simply price. having looked specifically at sales negotiation in a previous blog, below I have looked specifically at the negotiation process. Negotiation, by definition, is the process by which …
As the budget year goes on, organizations look for ways to reduce costs, analyse headcount, and optimize results and resources. With this in mind, what is the true cost of employing a sales rep? How do I know if my investment is a good one.? If we work on the assumption that our sales leads …
In many businesses, it is the people that matter. The personal relationship and trust that a long term relationship elevates a vendor into A Trusted Advisor. Trusted advisors are more likely to have their advice taken, open new lines of communication, gain referrals and have more constructive and effective client interactions. LEAD WITH TRUST The most effective leaders …
I’ve listed below 8 ways to Strengthen Your Sales Pipeline, and help you better position your team to make the number. Your sales pipeline maybe flooded with activity. The sales team is celebrating victory. The forecast suggests you’ll make your number. Easily. To see your pipeline as it really is, ditch the rose-colored glasses. Go …
A successful CRM adoption looks different within each organisation. Just as the drivers for implementing CRM vary, so does the definition of success. In a recent article I looked at the value that a CRM partner can bring in helping achieve a successful CRM adoption. You may want to go it alone, so here are …
If you’re a B2B salesperson, you’ve probably heard about SPIN Selling. It’s one of the most well-known selling systems. It gives reps a research-backed framework for working and closing complex deals with extended sales processes. The strategy focuses on asking good questions in the right order, using active listening, and translating the prospect’s needs into …
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