Process & Method Archives

The History of Sales Methodology – Part 1 (1900 -1950s)

Methodology 0

The History of Sales Methodologies – the sales profession is one of the oldest ones but where did it all start? Part 1 covers the 1900s -1950s.

The Ten Laws of Strategic Selling

Methodology 0

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.

4 Actions To Implement When Selling Becomes A Painful Process.

Presenting & Objections 0

The only way to discover the truth is to communicate in a way that helps the other person feel comfortable telling you the truth. What you don’t want is for them to think you’re calling just to make the sale.

How Customer-Centric Is Your Value Proposition?

Prospecting & Leads 0

Sales and marketing people have been bandying around terms like Value Propositions, Unique Selling Proposition, Unique Value Propositions for decades. But, unfortunately, they still mean different things to different people. And they have been misused for too long.

The “So What” Card

Presenting & Objections 0

During your presentation dry-run, ask your colleagues to play the role of the customer. Every time you make a statement, particularly one which relates to your business or your solution, anyone in the room should be encouraged to hold up their ‘So What’ card,

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

Business development 0

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.

How To Grow Revenue From Existing Customers

Business development 0

Too many salespeople miss out on retention, referrals, re-pricing as delivery gets more expensive and taking care of more customer needs, because they’re not focused enough on delivering value once the sale is complete.

Cracking The Myth Of Sales Hunters & Farmers

Business development 0

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.

How to Find Sales Opportunities Within Your Network

Prospecting & Leads 0

Despite customers indicating they’re happy to help, the majority of salespeople are not turning that willingness into actual referrals. And customers aren’t the only people in our lives that would help us, if we were better at asking for help and staying top of mind.

Sales Scripting: Get A ‘Yes’ In 7 Easy Steps

Presenting & Objections 0

Sales scripting is basically the process of transcribing your sales call – from questions and jokes, through to stories and how you close the sale. A carefully crafted sales script allows you to take control of the sales process – and this means far less is left to chance.