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Process & Method

The sales process are the steps you take to make a sale from start to completion. A sales methodology is how you sell and reflects who you are as a business in order to drive sales. Examples of sales methodologies include SPIN, Solution, Conceptual and Inbound.

Over flow

When You Have Too Many Deals In Your Sales Pipeline

Only managing the volume of a salesperson's pipeline is not always the best approach. If we have too strong a focus on driving these volume numbers, we risk sellers, either consciously or unconsciously, loading the number of deals to meet those metrics whether they be real deals or not, or whether they have the time to develop those deals or not.
Engineering

4 Ways To Convert More Proposals Into Sales

The goal is to win business and do it with the least amount of time, effort and energy. The goal is NOT to provide lots of people with pricing and written solution plans.
Social media

How To Sell More Without Social Media?

Recently I found that there has been a change in the way many are approaching 'LinkedIn'. Have you noticed it? It's like a disease — mindless, endless connection requests of no value.
Scripting

Sales Scripting: Get A ‘Yes’ In 7 Easy Steps

Sales scripting is basically the process of transcribing your sales call – from questions and jokes, through to stories and how you close the sale. A carefully crafted sales script allows you to take control of the sales process – and this means far less is left to chance.
Marketing and business concepts

Six Sales Prospecting Methods, Including Cold Calling.

67 per cent of salespeople do not achieve their sales targets. Thanks to the internet, buyers now have more information available to them than ever before. This easy access to knowledge is putting sales reps into a weak position, as it empowers buyers to take charge of the sales process.
Crime scene

9 Enormous Mistakes Salespeople Make and Their Causes

Selling isn’t easy under the very best of circumstances. There are things you can do to make it much more challenging without intending to. Here are nine mistakes salespeople make and their root causes.
ABM

ABM – The Zero Waste Strategy For Revenue Growth

ABM is a long term, coordinated approach to marketing and sales, not a tactic, campaign or a sales method. The statistics on ABM success can’t be ignored but it may not be for every organisation.
Question

The Answer Is Always No, Unless You Ask.

The biggest secret to winning business is to ask for the business and the biggest choke-hold to asking, running in parallel, is fear.
Target

5 Strategies For Smarter Sales Targeting

So much sales and marketing energy is wasted on people and mediums that are never going to provide a return for your time, effort and energy.
Online meetings

9 Strategies To Improve Online Sales Meetings And Close More Deals

There’s great triumph in nailing an online meeting. It sets you apart from competitors, deepens credibility, crystallises value and builds relationships.