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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.

Piggy Bank

“I don’t have budget” – what to do next

You’re with a prospect and they have a need—yet they are saying your solution is too expensive. You’re concerned they will look elsewhere.
Objection 3

Is Pre-empting An Objection, Genius Or Insanity?

Part of the sales challenge is to uncover objections, so you can try to dispel them. Raising objections on behalf of your prospects is either insanity or genius.

The Fear And Generational Shift Against Cold Calling

Salespeople are being taught to fear cold calling by people who should know better. Much of the advice they offer validates and even spreads a fear of sales interactions.
Growth

“If You Don’t Know, You Won’t Grow!”

There are a multitude of ways to retain and grow existing customers and the same goes for securing new customers. Before you charge off into a frenzy of activity, it’s important to consider which of those is most likely to work best for you, your target market and the solution you sell.
Eagle

6 Steps For Business Development Success

Business Development is a skill that all salespeople need to have. It should be natural and organic to grow the business, find new clients, expand the offering to current clients.
Calling

10 Reasons Why Calling Is the #1 Skill You MUST Master

Calling is the top skill you should be developing to gain an edge, not just for prospecting and landing meetings with C-Level decision makers, but at every stage of the funnel.
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.
Lucky

21 Sales Myths Busted

Don't get siloed with who you know, network trade shows, online groups and always be connected around shared interests. Trust me - go do the research.
Language

Engaging The CEO (PART 3): Language Of The C-Level Executive

If we want to elevate how we influence and sell, to engage at the CEO or the CXO level in an organisation, then we need to talk the language of leadership and it occurs at two levels: Discuss how you can deliver outcomes and manage their risks. Talk about the numbers and the business case, plus how success will be measured.
Hacks

LinkedIn Algorithm HACKS

LinkedIn is not a social media platform that rests on its laurels. It's regularly rolling out changes to the way it operates, and the way it processes our information, keeping up with those changes can be a challenge for all but the most diligent.