Home Process & Method

Process & Method

The sales process are the steps you take to make a sale from start to completion. A sales methodology is how you sell and reflects who you are as a business in order to drive sales. Examples of sales methodologies include SPIN, Solution, Conceptual and Inbound.

Technology

Sales Navigator Techniques To Know

What tactics for leveraging LinkedIn Sales Navigator do you need to know? Blended prospecting techniques are nothing new but codification of these combinations in the context of the Sales Navigator platform is required.
Piggy Bank

“I don’t have budget” – what to do next

You’re with a prospect and they have a need—yet they are saying your solution is too expensive. You’re concerned they will look elsewhere.
Cold fire

Why Do The Hottest Deals Go Cold?

Closing the sale is a make-or-break moment for every salesperson. It’s the culmination of weeks or months of blood, sweat and tears and determines whether all that effort was really worthwhile or not.
Over flow

When You Have Too Many Deals In Your Sales Pipeline

Only managing the volume of a salesperson's pipeline is not always the best approach. If we have too strong a focus on driving these volume numbers, we risk sellers, either consciously or unconsciously, loading the number of deals to meet those metrics whether they be real deals or not, or whether they have the time to develop those deals or not.
Email Marketing

What You Need to Know About Pitching Over Email

Become someone people want to buy from, not someone that repels people by spamming them over email and LinkedIn.
Lucky

21 Sales Myths Busted

Don't get siloed with who you know, network trade shows, online groups and always be connected around shared interests. Trust me - go do the research.
Hacks

LinkedIn Algorithm HACKS for 2021

LinkedIn is not a social media platform that rests on its laurels. It's regularly rolling out changes to the way it operates, and the way it processes our information, keeping up with those changes can be a challenge for all but the most diligent.
Opportunity

Why You Need Create Opportunities and Not Just Find Them

Finding new opportunities and creating them are two different outcomes. Creating new opportunities requires a different approach. If you aspire to be a trusted advisor, you need to demonstrate why and how.
Objection 3

Is Pre-empting An Objection, Genius Or Insanity?

Part of the sales challenge is to uncover objections, so you can try to dispel them. Raising objections on behalf of your prospects is either insanity or genius.
Strategic Selling 2

The Ten Laws of Strategic Selling

Strategic Enterprise Selling is the process of engaging the most senior levels early, aligning with political and economic power, in addressing the most serious problems or opportunities. Then architecting solutions and setting an agenda.