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Imagine being at a social gathering and walking up to someone to introduce yourself, "Hi my name is Jan. I work for a company that is the absolute best printer in town. We have been around for 100 years and everyone loves us." It's not much
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There's one fat obstacle that makes your eagerness to sell irrelevant - timing. If your buyer is not ready, then there is nothing you can do to make them buy now. They are not ready. The problem with most sales processes is that prioritization and focus is largely
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There used to be this ivory tower mentality in sales organizations and their respective sales processes. All these sales methodologies developed in the old economy which prescribed how a sale should be conducted from conception to closure. Those models have holes today. Here are a few ways the old selling
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If you are managing your sales process effectively, then you should have a grasp on your numbers. The typical sales process has low numbers for conversion - 10% lead conversion or 5% deal conversion. That means 90%+ failure. The failure is a real number. Most salespeople do not like to
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Each company's sales process is different. There are a sequence of steps and actions a salesperson typically takes to prospect, qualify and convert a lead to an opportunity. The early parts of a sales process traditionally were left to salespeople. However, if you look at how to use
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What are your odds of winning new business if you cold call, interrupt or spam people? People that are truly wanting to do business with you will tune you out based on that misaligned approach alone. You are out of phase with them regardless of the value you may offer.
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The size of your database holds all the potential for continuous sales. It's hard to look at the size of our databases if we are so focused on an end sale. We see selling as an event rather than a process. It's not good thinking or
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If you sweat and hustle, build a sales organization, interrupt people with traditional media, then you may get a few eyeballs to look your way and pay attention. You may make more enemies than friends in the process, as well. Interrupting people has the tendency of ruining a second chance.
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The sales process is visual and attractive to manage. It feels like a higher level of control. It is showtime. We are with the prospective customer and get to display our salesmanship. A process helps make this more predictable and fruitful. Otherwise it is random and opportunities are lost. However,
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Sales people are notorious for a lack of follow up and service to sales leads. This is especially true with manual environments without process, systems and structure. In the old days, urgency and personality went a long way to attract any low hanging fruit. That was before the internet. The
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The sales process creates revenue for your business based on execution. Your sales team's ability to ensure timely follow-up and manage the pipeline of prospective buyers has a lot of variability towards your results. Have a well-running machine and you can see an optimal flow of revenue. If
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Salesforce.com is capable of a great many things to automate and drive your business processes. The misconception is that you have to have your business in order and visualized completely before starting. Such thinking may have been true of custom built software that was expensive to change. However, the