Sales efficiency All businesses face opportunity costs. In the case of a sales organization, money, time, and effort allocated to accounts A and B are resources not available for accounts C, D, and so on. That reality drives the distinction between effectiveness (optimization by doing the right things) and efficiency (doing things right) that Peter …
The No Decision Outcome In 20-plus years of B2B selling, the most common competitor I have encountered in sales, the competitor who is always present and who wins way too much of the time is the “Status Quo”. This is more commonly known as the no decision outcome. To gain better insight into why the …
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 …
Good qualification is keep to understanding early the signs your prospect isn’t going to buy. We only have a finite amount of time to sell, so when we are selling we need to ensure that the prospects we are engaged with are likely to purchase from us, rather than our competitors. Salespeople might appear to …
For the last 15 years, in fair economic conditions, enterprises have generally been able to move forward, achieving adequate revenues, and using new technologies and processes to cut costs. It could not go on indefinitely, of course. Toning up to get rid of fat is one thing but cutting into muscle is quite another. The …
During an economic downturn, consumers are more price sensitive and tend to spend less. Customers have lots of choices. The key to managing a recession successfully is to offer consumers something they can’t easily get elsewhere. Whether it’s a special experience, in-person advice, or a little of both. One way to recession proof your business …
Sales development is the process of warming up leads or prospects and readying them for the eventual buying decision. When sales development is used effectively, prospects are primed for decision-making when they’re handed over to sales closers, making the close of the deal easier to achieve. The function of sales is to sell directly to …
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