sales_coach

Questions to Qualify the Sale

Qualification is the fundamental step in the sales process. At some point every sales guy has to decide whether the deal can be won, and whether the winning will be worth the cost. This isn’t personal – it’s business. Expert sales guys don’t chase every deal. They’ll only go after sales they can win. They [...]

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CRM Should Be About Personal Productivity

CRM

This blog includes a number of articles about how CRM fails because it doesn’t do anything to help sales guys do a better job. It just gets in their way. Today I came across an infinitely superior article written by Dave Brock which anybody who thinks they know, or wants to know about CRM should [...]

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Sales Qualification – Why and How to Qualify Sales Opportunities

sales qualification

Sales Qualification – why do we need it and how do we qualify sales properly? Proper qualification not only tells us our chances of winning. It also tells us how to win. It helps us plan the ground we’ll compete on, and move the prospect in our direction. It helps us choose contingency plans for [...]

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Checklist for the First Sales Call

Sales Coach

The first call is the most important in any sale. This is when we set the prospects expectations. After the first call we’re either there to win the order, or we’re cannon fodder – only in the deal to keep the preferred vendor honest. We need to plan the first sales call carefully, with this [...]

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Selling By Keeping My Mouth Shut

Uncategorized

‘Tis better to be silent and be thought a fool, than to speak and remove all doubt.’ Abraham Lincoln It’s as true in selling as in any other walk of life, if not more so. Recently I read a post by one of those annoying “sellerazi” (so named by my good friend @canvasman). We come [...]

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Abject Failure of CRM

CRM

Bottom line is there is something seriously wrong with this business. The product doesn’t stand up in the market, the pricing is out of line, and the marketing people must be on vacation, permanently. The sales guys are just collecting their salary until something better comes along.

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Spreadsheet CRM

CRM

One approach is infinitely flexible, although time consuming and sub-optimally efficient. The other is rigid and mostly driven by what other people want.

Ask yourself whether you’d rather spend time finding and winning new business, or fighting somebody else’s idea of what your CRM should work like.

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10 Strategies for Selling Better Prices

Sales Coach

Tactics for selling at higher prices don’t get the airtime they should but all sales people should get trained in these techniques. Think about this for a heartbeat – lifting a sales price by 10% in most businesses doubles the net profit. Selling at higher prices is the fastest and easiest way to improve a [...]

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Secret To Selling Enterprise Software

Sales Coach

The decision maker will turn into our “coach”, helping us understand the internal dynamics and pointing us at others we need to influence, and how to do it.

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