sales_coach

Spreadsheet 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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Selling Business Services in a Recession

Sales Coach

“Value sharing” unlocks deals, increases revenue and margins, and locks in customers

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Increasing “Selling Time” Productivity

Sales Manager

Reps want to make more commissions. Managers want to maximize revenues. Owners want to spend more time on customer satisfaction. There are two schools of thought about just how to do this.

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Sales Qualification – Recruit a Coach

Sales Qualification

Having an internal coach is a critical success factor and a major milestone in our qualification process.

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Sales Qualification – Understand the Process

Sales Qualification

If the prospect can’t explain his process, the sale most likely won’t happen. Lack of process may be an opportunity, as well as the obvious threat. Maybe we can suggest a process, guiding the scope and selection. We’ll add value through consulting on how to buy the right thing, the right way.

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Sales Qualification 5 Questions About Money

Sales Qualification

Sales qualification shouldn’t only be about checking there’s a budget but questions about money are a vital element of the process – understanding the opportunity and deciding how to win it. Asking questions about money can be difficult for sales guys, especially newbies so its important we find ways to ask those questions as part [...]

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