A clearly defined sales process is essential in today’s selling environment for closing sales and ensuring that your company achieves its sales strategy at maximum profitability. Sales processes should not only outline what to do at each step but also describe the goals that should be achieved, including key activities or sales milestones. A key [...]
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Winning Sales Process #2: Key Activity vs. Activity
Social Selling: Sales Relevance in a Social World!
In the last few weeks, I have read many blogs, tweets predicting the death of sales people, lack of importance of sales, salespeople will become like dinosaurs and that solution selling or a value based selling is dead. I know some will agree and disagree but here are my thoughts. My humble opinion is that [...]
Winning Sales Process- Stop Losing to Your Competitors
The key to any successful company sales organization is an effective and what we call a Winning Sales Process. This refers to a set of customer-focused steps that your sales team can follow and execute on from Cold Leads to a Closed Sales®. It is essential to have a defined, mapped out, sequential system in [...]
SaaS Sales PlayBook – Needed Component to Grow Revenue
Sales playbooks are guides that contain information on and detail experiences regarding the most successful methods for selling your product. They aren’t static documents or online sites/tools; they are ever-growing repositories of tactics, experiences, strategies and whatever other content you think can help to improve sales effectiveness. These tools ensure that mistakes that are made [...]
SaaS Sales Compensation; Stop Losing Great Sales Staff
A capable sales staff can be a company’s greatest asset. Successful SaaS companies have great inside salespeople that follow along with a great sales process to grow the business. The manner in which a sales staff conducts itself is often a reflection of the compensation program. Additionally, performance may be determined by how effective the [...]
