Process & Method Archives

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.

5 Strategies For Smarter Sales Targeting

Prospecting & Leads 0

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.

How Customer-Centric Is Your Value Proposition?

Prospecting & Leads 0

Sales and marketing people have been bandying around terms like Value Propositions, Unique Selling Proposition, Unique Value Propositions for decades. But, unfortunately, they still mean different things to different people. And they have been misused for too long.

The History of Sales Methodology – Part 1 (1900 -1950s)

Methodology 0

The History of Sales Methodologies – the sales profession is one of the oldest ones but where did it all start? Part 1 covers the 1900s -1950s.

Sales Navigator Techniques To Know

Prospecting & Leads 0

What tactics for leveraging LinkedIn Sales Navigator do you need to know? Blended prospecting techniques are nothing new but codification of these combinations in the context of the Sales Navigator platform is required.

The “So What” Card

Presenting & Objections 0

During your presentation dry-run, ask your colleagues to play the role of the customer. Every time you make a statement, particularly one which relates to your business or your solution, anyone in the room should be encouraged to hold up their ‘So What’ card,

The History of Sales Methodology – Part 2 (late 1950s – 1980s)

Methodology 0

The History of Sales Methodologies – the sales profession is one of the oldest ones but where did it all start? Part 2 covers the 1950s -1980s.

10 Costly Mistakes In Sales Engagement

Presenting & Objections 0

No business should rest on its laurels, there is always room for improvement. Real leaders are not afraid to admit they don't know something and that they can always learn something new.

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

Presenting & Objections 0

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.

How Do Salespeople Sell Insights?

Presenting & Objections 0

Insight is the capacity to gain a deep understanding of something. How can the thinking of salespeople can change via the 4 C's (Content, Consult, Context & Construction) to become an ‘authentic authority’ in your field?

Networking At A Conference – How To!

Business development 0

After 10 years in running EVENTS, Trade Shows and Entertainment, people always said the same thing to me, that the networking was the best part of the event, it didn't matter how much technology or free drinks we put on, business people always love to chat.