Advertisement
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.

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.
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.
Calling

10 Reasons Why Calling Is the #1 Skill You MUST Master

Calling is the top skill you should be developing to gain an edge, not just for prospecting and landing meetings with C-Level decision makers, but at every stage of the funnel.
Customer Engagement

10 Costly Mistakes In Sales Engagement

No business should rest on its laurels, there is always room for improvement. Real leaders are not afraid to admit they don't know something and that they can always learn something new.
Business Growth

Why You Need to Increase Your Average Deal Size

Increasing your average deal size is one meaningful way to increase your revenue, and it prevents you from needing to triple or quadruple the number of deals you need to reach your goals.
Marketing and business concepts

Six Sales Prospecting Methods, Including Cold Calling.

67 per cent of salespeople do not achieve their sales targets. Thanks to the internet, buyers now have more information available to them than ever before. This easy access to knowledge is putting sales reps into a weak position, as it empowers buyers to take charge of the sales process.
Army combat

Objection Handling – The Special Sauce

Most sellers say they're handling objections correctly. If your objection response strategy is sound and you've practised it. Then you and your team should be able to handle 'standard' objections with ease in your everyday selling situations whenever they come up.
Target

5 Strategies For Smarter Sales Targeting

So much sales and marketing energy is wasted on people and mediums that are never going to provide a return for your time, effort and energy.
Social media

How To Sell More Without Social Media?

Recently I found that there has been a change in the way many are approaching 'LinkedIn'. Have you noticed it? It's like a disease — mindless, endless connection requests of no value.
Farmer

Cracking The Myth Of Sales Hunters & Farmers

Many so called “experts” claim that there are two types of salespeople – Hunters and Farmers. Employing hunter and farmer sales teams increases costs and often confuses buyers.