Sales process

Sales Forecasting as a Competitive Advantage

Sales Forecast

Can sales forecasting be a competitive advantage in your sales team operations? It can if you adopt the principles we explain in our Sales Probability and Process Management theory. Most people use sales forecasting as a tool for estimating future income, without a great deal of confidence it has to be said. They’ll also use [...]

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Getting CRM Right 1st Time

CRM

You can avoid the CRM mistake everybody makes and here I’ll explain how you can do it. Ok, maybe the “everybody” is an exaggeration . Obviously I don’t know everybody who’s tried to implement CRM, so let me clarify by saying this is the mistake made by everybody I do know has tried – and [...]

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What’s New About Sales Team Performance Management

SPPM

Sales Team Performance Management moves selling – the worlds second oldest profession – into the modern era.  It adapts the concept of continuous improvement, made popular by Japanese manufacturing, to the whirlpool of market dynamics. It focuses as much on those dimensions the sales force can’t control as it does the ones it can. The [...]

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Why Did You Lose That Deal

SPPM

Sales Team Performance Management – STPM – sounds like a consultants pitch for a new project, and in some ways it is. In other ways its a simple concept every business should understand, and in yet more its a combination of information, systems and processes. The one thing it isn’t (for the moment at least) [...]

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How Can Business Owners Manage Sales People

Sales Manager

For business owners managing sales people can be a problem. Selling can seem a black art, with its own concept’s, language and rules. How can anybody who doesn’t understand the black art manage staff who do? Meanwhile entrepreneurs need sales people to grow their business, and therefore they need to manage them. In this article [...]

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The Power of Lose/Lose Selling

Sales Strategies and Tactics

Do you have a Magic Move in your sales process? Is there a silver bullet in your sales strategy? If so what is it? How often does it work? How do you know it’s the secret making the difference between hero and zero? I’m no fan of all those self improvement books which teach you [...]

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The Sales Secret You Shouldn’t Need

Sales Coach

The Sales Secret -how many times have you read about this special tip which will turn your life around, transforming you into the top producer? I’ve read too many, much to my annoyance. In fact when the need to get really angry about something comes over me that’s where I go, to read what some [...]

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4 Sales Tools to Increase Productivity

Sales Forecast

Four simple Sales Tools can make the difference between the average sales performer and the Ninja superstar. They have nothing to do with clever tricks or motivating philosophies. They have everything to do with being organised, focused and productive. Anybody responsible for sales, from the raw recruit to the Managing Consultant, will produce more revenue [...]

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Talk About Money Early and Price Late

Sales Coach

Image via Wikipedia Price, Cost and Money Price is usually the first question asked by the prospect, and needs to be the last answered by the sales rep. The sales guy should sell on cost and close on price. If that doesn’t sound like a customer friendly strategy I’ll understand. Refusing to answer customer questions [...]

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