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Home / Archives for Sales Process

Sales Process

The “Chaotic” Buying Process

Nov 5, 2018 By Dave Brock

We know the importance of the marketing and sales process. It provides us a structured, disciplined approach to engaging our buyers. In theory, it should help us help the customer in navigating their buying process. Sounds good, what could be simpler: start at the beginning, go step by step through each stage, reach the end […]

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

Why Are They Buying?

Oct 11, 2018 By Dave Brock

I was sitting in yet another deal review. The sales person was describing the deal, focusing on what the customer wanted to buy. The sales person described the products, the volumes, the competition, potential pricing… At some point, I raised my hand, asking, “Why are they buying?” The sales person looked at me, perhaps noticing […]

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

Why Buy IT? Why Buy MINE? Why Buy NOW?

Sep 28, 2018 By Dave Berkus

What a powerful set of three questions. These are so succinct, so well defined, so precise that everyone in sales and everyone involved in marketing must be able to answer these three questions without pause, and convincingly. Turning these into statements instead of questions provides a framework for the sales presentation from the highest levels […]

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

Math Works, Always: How Do We Tilt the Numbers in Our Favor?

Mar 27, 2018 By Dave Brock

In sales and marketing, we at least claim to be very numbers oriented. We have metrics around everything: Click-throughs Bounces Open rates Time spent on a page MQL, SQL, SAL Daily/weekly dials Daily/weekly conversations/meetings Demos Pipeline Coverage Win Rates Average Deal/Transaction Value Sales Cycle Time Lifetime Customer Value Renewal Rates ….. I could go on. […]

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

Why the Old Marketing Funnel is Broken

Jan 23, 2018 By Jeff Bullas

The good old fashioned marketing funnel doesn’t have the relevance it used to. I can’t remember the last time that I saw an advertisement on TV or in a newspaper and then went into a store solely based off that ad and made a purchase. Today there are dozens of channels. The traditional linear funnel is now […]

Filed Under: Marketing Plans Tagged With: Data, Marketing, Personalization, Planning, Sales Process

6 Smart Ways to Nurture High-Quality Leads

Jan 9, 2018 By Vikas Agrawal

When you look at your website analytics, do you often find visitors who are just looking around, just like window shoppers in a physical store? Although your sales strategy should focus on those who are most likely to buy from you, do not disregard these “lurkers” easily. Basing on customer journey mapping, put them on […]

Filed Under: Advertising and Lead Generation Tagged With: Lead Generation, Sales Process

Sales Agility and Adaptability

Jan 4, 2018 By Dave Brock

A few of us have been having a conversation about whether adaptability and agility are important in sales. I think we are in uniform agreement it is important, however, my initial reaction was, “Why are we even asking this question, isn’t it a foundation to selling?” As I reflected on the issue, I get why […]

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

15 Things Every Salesperson Needs to Know About Marketing

Dec 28, 2017 By David Smith

Marketing is a crucial part of the sales process. How will your potential customers know how amazing your products and services are if you don’t tell (market) them about it? To market your products and services effectively, a lot of listening and careful thought is required. Here are 15 things every salesperson needs to know […]

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

Do Customers Really Want a Frictionless Buying Experience?

Dec 27, 2017 By Dave Brock

It seems to be fashionable to talk about creating “frictionless buying experiences?” I suppose the concept draws readers, perhaps it’s an extreme expression of removing barriers to the customer buying process. But does the concept make sense? Is it what customers want? And if we looked at the concept of “friction in the buying process, […]

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

How to Leverage the 2-by-2 Rule to Close Your Next Sales Call

Nov 3, 2017 By YEC

Time is money, as the old saying goes. That said, are you and your team making the most effective use of your resources when it comes to prospecting? We’re big proponents of the two-by-two rule at my company. Simply put, the two-by-two rule means finding two pieces of information about a company to leverage in […]

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

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