Process & Method

Scientific evidence shows that one of the best ways for humans to connect, to transfer knowledge or embed new ideas is through the medium of storytelling.

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.

A sales master will know that questions, when they are meaningful, relevant, open, intelligent, astute, are the foundation to knowing your customer.

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.

The focus of your efforts is about being the authority, being prepared and being professional the whole way through – not just pushing to meet with the ‘person behind’.

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

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.

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.

Many well-established businesses used to have most of their processes in person, often making the most of events and trade shows. In addition, successful enterprise teams take time to develop and train until they produce results. How does that translate to purely digital?

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.