Process & Method

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.

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.

Sales is one of the oldest professions in the world but where did it all start? Part 3 covers the 1990s – 2010's and the selling methodologies during this period included Relationship Selling, Solutions Selling and the Challenger sale..

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.

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.

Mastering video conferencing opens up all sorts of opportunities. It puts us ahead of those that only use the telephone. ‘Seeing’ a client makes it easier to build rapport, engage eye-to-eye, ‘showcase’ our wares and gauge reactions.

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

Strategic selling is about engaging early at the most senior levels and some of these tips can help in that regard. If you're late to the dance, many of these ideas may spark ideas to execute before choosing to simply qualify-out.

You’ve prepared extensively for the coming call. You’re in the right mindset, and you know everything possible about your client. Here’s 18 tips on what to do when you pick up the phone.

RFPs may not be a smart way for a company to choose a supplier or a business to win clients - both may not be not giving themselves the right opportunities for success.