Process & Method Archives - Page 2 of 6

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.

The Fear And Generational Shift Against Cold Calling

Business development 0

Salespeople are being taught to fear cold calling by people who should know better. Much of the advice they offer validates and even spreads a fear of sales interactions.

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.

ABM – The Zero Waste Strategy For Revenue Growth

Business development 0

ABM is a long term, coordinated approach to marketing and sales, not a tactic, campaign or a sales method. The statistics on ABM success can’t be ignored but it may not be for every organisation.

Telephone Sales Techniques For Success (Part 2): Pre-call Preparation

Business development 0

Once you have your general mindset under control, it’s time to look at how you prepare your week. Be organised, be clear on your structure, focus areas and priorities.

9 Strategies To Improve Online Sales Meetings And Close More Deals

Presenting & Objections 0

There’s great triumph in nailing an online meeting. It sets you apart from competitors, deepens credibility, crystallises value and builds relationships.

Questions To Qualify A Prospect

Presenting & Objections 0

A sales master will know that questions, when they are meaningful, relevant, open, intelligent, astute, are the foundation to knowing your customer.

Engaging The CEO (PART 1): What CEOs Really Think Of You!

Prospecting & Leads 0

On what basis CEOs engage with seller?

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.

9 Enormous Mistakes Salespeople Make and Their Causes

Business development 0

Selling isn’t easy under the very best of circumstances. There are things you can do to make it much more challenging without intending to. Here are nine mistakes salespeople make and their root causes.