Tag: sales process
You are not just disappointed with some of your sales results. You are not just frustrated with your sales results. Now you are downright angry about your sales force. Apparently, they just don’t get it.
They are discounting. They aren’t…Continue Reading
Strategy is about creating an unfair advantage. The last thing you ever want going into any competition for any deal is a level playing field; you want to stack the deck as heavily in your favor as possible. You want your sales processes, your…Continue Reading
No sales process is perfect. In fact, they aren’t supposed to be. The sales process is a road map that can be followed, marking the milestones that need to be accomplished on the way to a deal. Regardless of the process, the sales organization…Continue Reading
In the game of football, if everything goes perfectly, almost every offensive play is designed to score a touchdown. This is true even if the team on offense only needs a few yards for a first down.
In the last two weeks, I have watched as two…Continue Reading
For some time, I have struggled with sales processes. I love the big timeless principles, but too often they ignore the fact that there are many paths to a deal. While I am not for winging it, sales requires the engagement in the outcomes first…Continue Reading
I have written here on numerous occasions that I am an avowed sales process agnostic. It is, in part anyway, hyperbole. I would never in a million years recommend any company go without a well designed sales process.
But too many sales processes…Continue Reading
The focus of this year’s conference was Sales Operations as a Strategic Revenue Growth Asset. Today featured a number of presentations from practitioners, all of whom took a deeper dive into some of the themes from yesterday.
Spread Too Thin