Tag: sales process

The Gist:

• There is a tendency to over-optimize in order to create the perfect sales scenario.
• Much of the thinking behind optimization treats the sales conversation like an assembly line, ignoring its dynamic, nonlinear nature.
• While…

A sales process can improve your ability to create and win new opportunities, by giving you guidance on what conversations you need to have with your prospective client and what you need to accomplish. Typically, these processes advise you to…

In August of 2017, I wrote about the fact that the linear sales process is broken. Because the sales conversation is nonlinear, it isn’t easy to follow a linear path from target to close. How could it be otherwise in something as dynamic and…

There are many reasons salespeople and sales organizations struggle to produce better results. There aren't any secrets that allow some sales organizations to perform better than their peers. Because what you need to know is already known, what…

One way to ensure your results is to use a checklist to ensure you have what you need to succeed, including the outcomes you need to achieve. The following list will help you improve your sales by making sure you have what you need, and that you…

For someone to sell, someone else has to buy. It is a single act with two parties. We very much like our linear processes, the sales process, or our best plan for what you need to do to create and win opportunities. Most sales processes pay little…

My brother-in-law is a football coach. His oldest son started as a quarterback in his freshman year of high school, and he started as a safety on defense. He was the best player on the field and eventually played for Ohio State. My…

Because the buyer’s journey or process (or both) are more nonlinear than ever, that sales process (or sales conversation, if you will) follows suit. The fact that both are nonlinear speaks to the fact that you often have to figure out what to do…

Of all the changes in selling over the last decade and a half, the changes on the buyer's side may be the most disruptive. No doubt that some part of that change belongs to the proliferation of information available via the internet. However,…

Despite our best efforts to see both the sales process and buyer's journey as linear, reality provides a truth that is at odds with what might better serve us—and our clients. In complex, B2B sales, it is more often that deals take a circuitous…