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Home / Archives for Sales Process

Sales Process

“I’m Selling As Hard As I Can, Why Aren’t You Buying?”

Jun 23, 2020 By Dave Brock

The universal lament of sales people is, “Why aren’t my customers buying? I’m busting my ass selling to them?” We make dozens of prospecting calls, send hundreds of emails. We find customers with some level of interest, then do everything we can to convince the customers to buy our products. We train ourselves about our […]

Filed Under: Sales Activities, Sales and Marketing Tagged With: Sales Process

Process is the Foundation for Agility/Nimbleness

Feb 27, 2020 By Dave Brock

We want to be flexible, nimble, able to adapt to the circumstances, leap on an opportunity, respond quickly. We abhor process since that constrains our creativity and ability to innovate. Too often, when I talk to leaders and sales people about process, they cite some of the things outlined above as the reason they don’t […]

Filed Under: Sales Activities Tagged With: Innovation, Sales Process

Build Your Buying Journey Step by Step

Feb 18, 2020 By Drew McLellan

One of the staples of marketing is the ability to understand how a human being goes from never having heard of you to actually buying something from you, time and time again. In simple terms, it can be thought of as a sales funnel. But, that suggests a very linear, logical progression and if there’s […]

Filed Under: Sales Activities Tagged With: Sales, Sales Process

Confusing Simplification with Simplistic

Feb 18, 2020 By Dave Brock

Both we, our customers, our markets, our worlds are getting more and more complex. We face rapid change/disruption, overwhelm/overload, risk/uncertainty, turmoil, constantly shifting focus/priorities/agendas. In the face of this, we struggle to respond, whether it’s to fix performance problems, address new opportunities, grow and expand. As leaders and business professionals, we must constantly seek to […]

Filed Under: Sales Activities Tagged With: Sales, Sales Process, Simplification

How Does Your Customer Make Money?

Feb 11, 2020 By Dave Brock

Can you answer the question, “How does you customer make money?” By that, I don’t mean at a superficial level, like, “Well, dugghh, Dave, they sell stuff……” I mean really understanding your customer’s business. It includes things like: Who are their customers/markets? What drives success with them? How are those markets growing? How does your […]

Filed Under: Sales Activities Tagged With: Relationships, Sales, Sales Process

Sales Managers “Closing Business”

Jan 14, 2020 By Dave Brock

I was struggling to meet with a sales manager. He really wanted to talk, we had critical issues he had asked for help in addressing. He kept postponing our calls, “Dave, I’m running all out, I’ve really got to be out in the field closing business for my people…..” We finally had our meeting. I […]

Filed Under: Sales Activities Tagged With: Sales, Sales Process, Team

Deal Strategies: Helping the Customer Buy

Dec 26, 2019 By Dave Brock

Recently I wrote, “What If We Kept The Target Close Date Sacred?” It focused on improving our pipeline management, discipline, and integrity. But the way we address these issues is in our deal strategies and how we engage the customer in each deal. Most of the time and too much of our training focus on […]

Filed Under: Sales Activities Tagged With: Sales, Sales Process

The Pipeline Review

Dec 17, 2019 By Dave Brock

I was meeting with a client, we were doing the first pipeline review as part of their implementation of the Sales Execution Framework. Pipeline reviews are a great starting point for the process, a good pipeline review helps identify and isolate potential challenges as well as the performance leverage points. The client was a very […]

Filed Under: Sales Activities Tagged With: Lead Generation, Sales, Sales Process

It Is Always About Execution

Nov 19, 2019 By Dave Brock

I’ve been writing a lot about our Sales Execution Framework and a “Back To Basics” approach to sales management and selling. These articles have generated some interesting calls and reactions. A lot of the discussion has been around sales training programs, new approaches, or new tools that companies have implemented—or tried to implement. I had […]

Filed Under: Sales Activities Tagged With: Sales, Sales Process, Training

Sales Pipeline: Quantity or Quality?

Nov 12, 2019 By Dave Brock

You probably think this is a trick question, the answer is obvious, isn’t it? Be careful before you respond too quickly…… Now, I’ve got you worried and wondering, particularly long time readers. Many of you would say, Quality. You would be partly right. “Aha,” you think, “It’s both!” You would be partly right. Now you […]

Filed Under: Sales Activities Tagged With: Sales, Sales Process

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