No matter how good you are, there are always ways to get better, and ways to continue boosting that winning percentage until you’re finally crowned a champion. That’s why Best-in-Class organisations undertake Win / Loss Analysis. If we understand what we have done well that can then be engrained into our sales strategy. More importantly, …
In my last blog I looked at Sales Processes. On reflection I thought that it was important to define how a sales process is different to a Sales Methodology. Fundamentally a ‘Sales Process’ is the approach or map for how to perform a task in selling. The ‘Sales Methodology’ is the ‘how’ of selling as a …
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 …
We all have been using Excel as a CRM for years. It may be down to keeping our Christmas list up to date with our friends addresses or recording who has purchased the new soccer gear for the local kids team. However, for businesses it is not sustainable as a business grows. More than half …
What are the key drivers for investing in a CRM? This article looks at three of the most obvious Signs It’s Time To Invest In CRM. There are multiple others, but these are probably the most obvious. Signs It’s Time To Invest In CRM There are many reasons why organization wouldn’t invest in customer relationship …
Sales qualification is all about gathering all the necessary insights to make a good judgment. That judgement will determine if, as a business you bid or do not bid. It will also ensure that you have the best possible opportunity at being successful in your bid. In sales, there are no medals for second place. …
Recently I came across Holden’s Four Stage Model of Sales Proficiency. As a model it represents everything that I knew but was never able to articulate regarding sales performance. It provides a framework for us sales professionals to benchmark our own sales proficiency and provides a path for future selling. I hope you enjoy the …
Customer experience management (CEM) is the collection of processes a company uses to track, oversee and organize every interaction between a customer and the organization throughout the customer lifecycle. So is Customer Experience Management (CEM) just a new term used to sell re-packaged Customer Relationship Management (CRM) software? WHAT IS Customer Experience Management and how …
Savvy sales and marketing professionals know that all prospects are not created equal. Lead quality varies widely based on a large number of factors. Understanding what those factors are can give organizations that work with leads and prospect a significant advantage over their competition. A recent study looked at historical data, across millions of leads, …
How many sales metrics are you using to make strategic decisions? The recent explosion of business intelligence and analytics tools has resulted in an organizations ability to measure every sales metric possible. Often the problem is not a lack of KPI’s, rather too many Key performance Indicators (KPI’s). For most businesses 5 KPI’s is …
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