Author Archive

Is your Sales Organization Thinking or Just Doing?

So first please sit and take a deep breath.   Why is it when we go in to so many organizations in our Sales Consulting practice do we notice one commonality? Sales organizations and salespeople are doing more and thinking less!   So what do I mean? Everyone has a CRM, they have great data, […]

Paint the Picture®: Who You Sell To

In order to sell a product, you need to understand the people that it is aimed at. Knowing who they are and what makes them tick can help you to target your sales pitch at them. You should know what types of people are likely to buy your product or solution, what motivation they might […]

Paint the Picture®: What You Sell

In order to effectively sell a product or solution, it is essential to possess the ability to accurately and concisely describe what you sell and why people should buy it. Your sales team should be able to sum up what you sell and describe the benefits it can bring about to a potential customer. Ideally […]

Winning Sales Process #2: Key Activity vs. Activity

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 […]

Page 1 of 3 · 123