Category Archives: Sales Process

Your sales reps are continuously threatened with information overload.  Forget for a moment about the tidal wave of internal information they have to deal with on a daily basis and focus just on the information flows related to producing new …

School is out and upcoming summer vacations are top of mind with many of us, which also means that there about six months left in this selling year.  Summer can be a difficult time to sell because so many decision …

Ask any CEO to describe their manufacturing or service delivery process and they can likely spend hours telling you about it.  They can explain how they built not only a process but also a level of efficiency that gives them …

One thing we were all taught in our first sales 101 classes is that you must always make sure that your prospect has the budget to afford your product or solution. I have found through my 35 plus years in …

What A 9% Win Rate Increase Means In Real Sales Results In their 2011 Sales Performance Optimization study CSO Insights reported that B2B sales organizations with a formal prospect definition experienced a 9% greater win rate than those with no …

What B2B Sales Metrics Are Most Important to Your Company? The right sales metrics tell the chief sales officer and CEO everything they need to know about how they are tracking towards their company’s revenue objectives.   For some companies it’s …

Consider the following situation.  You are the newly Chief Sales Officer for a company with a major need to jump start sales.   Everything seems broken, in need of attention or glaringly absent.  The sales team is all over the place, …

If you are a sales person your only mission is to get the pony out of the barn (close the deal). But according to several recent studies, including one by CSO Insights, getting to the pony is becoming harder and …

Remember the 60′s TV show Dragnet? The term “dragnet” refers to a system of coordinated measures for apprehending criminals or suspects, and Dragnet was undoubtedly the most influential police procedural drama in media history. It showed the American public that …

2012 sales planning is well under way and many sales leaders are struggling with the quota increases being demanded by BOD’s and executive teams.  They look at their 2011 results and realize that significant process changes must be made to …