The purpose of process is to ensure consistency. A good process is like a checklist that ensures the right things get done by the right people at the right time. Unfortunately, sales is a discipline that often lacks documented processes. Consequently, sales results are often unpredictable from one quarter to another. Many organizations are now ...
Predictable Closing Wouldn’t it be nice to get sales tips that will help you close more leads, directly from an accomplished sales master and trainer? Ali Mirza discusses predictable closing in this #SalesChat, hosted by John Golden and Martha Neumeister. Mirza discusses: The elements of someone who is a good closer, including confidence and intentionality Knowing ...
Does Your Sales Team Need Closing Skills or Opening Skills? “Can you help my sales team close more business?” As a teacher of sales skills, I’ve been asked this question frequently. The answer is “yes,” with a strong qualifier: Your sales team may not have a problem with closing opportunities; the problem may be in ...
Key Account Management You Should Know Key Account Definition: Account management should be the key to your grown and success. Without them, you will take a long time and significant effort to reach your goals. They will give you the credibility and help you generate business from their Industry. Key Account Identification: Identify your key ...
The Importance of Sales Enablement Sales enablement can be a broad topic, and a lot of people have different definitions of what sales enablement really means. Tamara Schenk, interviewed by John Golden, discusses the CSO Insights definition, based on her real-life experience, as well as research, and working with clients. “We define it is a ...
SDR Career Planning: 3 Proven Ways to Have an Amazing Inside Sales Career The inside sales organization and the Sales Development Rep (SDR) in particular are increasingly becoming lynchpins in many sales organizations. Relying solely on “feet on the street,” or any other single sales channel does not represent a viable economic business model for ...
How Salespeople Can Stay Relevant In the Digital Age Technological advances in the sales world have been mostly positive thus far, but many salespeople fear their ability to stay relevant in the digital age. The dystopian fears of technology replacing salespeople are far from accurate, though. Technology won’t replace salespeople, but they do need to ...
The road to a customer purchase often consists of a phone call if your product isn’t bought based on impulse. Thankfully, in this day and age of information, our communication via phone can be tracked and analyzed. With phone calls happening in higher volumes than ever before, recent advances in technology has allowed us to study every call ...
Great news, you’ve won the sale! The contract is signed and implementation plans are in place. Is it time to move on to the next sale? Not so fast. The best next step, often overlooked, is a retrospective or lessons learned meeting with your new customer. A retrospective is an opportunity to look back and ...
Putting More Women In Sales Management “We have enough boy’s clubs. It’s time to have a girl’s club.” Despite being 51% of the population, women only make up 39% of the sales industry. Lauren Bailey, interviewed by John Golden, explores why there aren’t more women in sales management roles, and how to change things. In ...
