Sales Process

4 mistakes that lead to an ineffective sales process

All too often salespeople are told that in order to achieve their sales targets they need to network and build relationships, assist potential clients with decision making, or confirm joint commitments. Encapsulating all of this is the sales process, which includes the tasks mentioned above. It will also incorporate what the Head of Sales deems is [...]

By |2019-01-16T17:01:32+01:00September 3rd, 2019|Categories: Sales, Sales Process|

Recruiting sales reps? Then it’s a good time to rethink your sales recruitment strategy

Gut feel is not a recruitment strategy. Yet, many organisations still rely on it to recruit their salespeople. It’s a hit and (mostly) miss strategy, and it can severely impact a company’s ability to grow. Onboarding an ineffective salesperson is not going to help you hit your growth targets. However, a solid sales recruitment strategy will. [...]

By |2019-07-29T14:43:42+01:00July 29th, 2019|Categories: Sales, Sales People, Sales Process, Sales Recruitment|

Why a lack of a consultative sales approach can hurt your company

Research from the Objective Management Group involving over 1.1 million salespeople tells us that the lowest performing 10 percent of salespeople have less than 42 percent of the consultative sell skills need to succeed. In short, businesses that continue to use old, outdated sales models will struggle to make headway in their sales and to differentiate [...]

By |2019-01-16T17:21:25+01:00July 16th, 2019|Categories: Sales, Sales Process|

Consultative selling vs solution selling

Many salespeople seem to believe that consultative selling and solution selling are the same thing. They’re right––to a point. But there’s a lot more to it than that. Here’s why. What is solution selling? Solution selling is, as its name suggests, focused on finding out what a customer’s needs are, then selling them a solution, in [...]

By |2019-01-16T17:13:32+01:00June 18th, 2019|Categories: Personal Development, Sales, Sales Process|

Consultative selling vs value based selling

Is it time for value-based selling to bow its head to consultative? For the third round of our sales strategy showdown, we’re examining the merits of value-based selling and how it compares to the consultative approach. What is value-based selling? Value-based selling focuses on highlighting the measurable business values a product or service will bring to [...]

By |2019-01-16T17:14:25+01:00June 4th, 2019|Categories: Personal Development, Sales, Sales Process|

The 7 best questions to reveal your client’s needs

If you’re looking to start selling consultatively, you’ll need to master the art of Socratic questioning. If you’re stumped on what questions to ask clients and how to structure your approach to uncover their problems, look no further. Here’s what you need to know. But first, what makes a “great question” in consultative selling? The goal [...]

By |2019-01-16T17:15:52+01:00May 2nd, 2019|Categories: Personal Development, Sales, Sales Process|

Want laser-focused sales growth? It starts with a sales analysis

Imagine you’re ill. Not the head-cold kind of ill, but the chest-pain kind. You go to the doctor, who immediately schedules you for open heart surgery that afternoon. Following doctor’s orders, you go, get sedated and allow a surgeon to investigate your vital inner workings. The diagnosis? Indigestion! You’ve just wasted however many thousands of dollars [...]

By |2019-01-16T17:16:58+01:00April 15th, 2019|Categories: Sales, Sales Process, Sales Targets|

How to develop a sales process: 4 steps you need to know

The sales process is the epicentre of everything in sales—getting it wrong can send shockwaves through your business. A lack of process means salespeople constantly wing it, sales cycles linger on for what seems like forever, and sales leaders are left frustrated and unable to manage their teams. All this translates to inconsistent sales results, a [...]

By |2019-01-16T17:17:53+01:00April 2nd, 2019|Categories: Personal Development, Sales, Sales Process|

KPIs and sales systems: the essential tools for effective selling

As the founder of modern management, Peter Drucker, once said, “What gets measured gets improved.” Without a set of sales KPIs and an effective system to track and monitor them, a sales team is operating without knowing where the goal posts are. It’s a recipe for inconsistent results. The lack of clarity affects all levels of a [...]

By |2019-01-16T17:18:36+01:00March 19th, 2019|Categories: Sales, Sales Process, Sales Targets|

Free Stuff!

The 9-step Pathway to Transformational Sales Results

The 9-step Pathway to Transformational Sales Results

10 Steps to a Successful Sales Recruitment Process

10 Steps to a Successful Sales Recruitment Process

6 Strategies to Make Sales Training Stick

Six Strategies to Make Sales Training Stick

The Sales Coaching Handbook

The Sales Coaching Handbook