Sales

4 Sales Styles for B Players

Most sales people adopt a style which fits with their personality, influenced by their organisations and management, of course. We figure there are four basic categories of sales style. Which of these best describes yours. Believers The Believers are guys who talk to themselves in the mirror every morning, reinforcing their confidence to withstand the [...]

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10 Challenges for Your Sales Strategy

Sales Strategies and Tactics

Do you have a sales strategy checklist – a number of questions, or challenges, your strategy needs to address? Writing a strategy for selling, whether for a market, a team, or even an individual deal, can be tricky. There’s a danger of building incorrect assumptions into the thinking. Testing every assumption avoids that danger, or [...]

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Selling More for Less

Sales Coach

You can sell more deals for less effort with the right strategy for handling price objections, focusing on scope (or value) and letting price take care of itself. Rather than push up the price by including stuff for free, agree whatever the customer wants to pay, and negotiate down the product or service you’ll provide [...]

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4 Rules for CRM Without Tears

CRM

What’s the right strategy for making CRM and Sales Pipeline Management work for your small business? If that’s a question challenging you take heart. You are not alone. Implementing enterprise software is always difficult and most people find CRM and Sales Pipeline Management the most challenging. That’s why there are so many horror stories about [...]

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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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Is Customer Trust Helping or Hurting

SPPM

Customer Trust is one of several factors we look at in Sales Team Performance Management. Working at activity rates, sales skills, and lead generation is quite pointless if prospects don’t trust the business they’re talking to. On the other hand credibility or reputation – brand trust – can make up for a host of problems [...]

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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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