Does the sales process matter?

Does the sales process exist – and matter? A while back I got into a rather contentious discussion about sales process with a guy who calls himself a “sales research expert”. I was describing the sales process or framework-based approach that I use as a vehicle for sales organization improvement with my clients, and he…

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Are you satisfied with your CRM? If not, maybe it’s you!

Are you satisfied with the way your salespeople are using the CRM you bought? Are you satisfied with the data that comes out of it? Are you satisfied with the degree of engagement between your sales managers and their front line direct reports? If you are not, and you want to fix that, where do…

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How to guarantee that you’ll get the sales meeting

There are very few things in sales that are always true, but I’m pretty sure this is one of them: If a salesperson is not communicating with a prospect who might buy their product, then chances for a sale are very low. Of course there are marketing driven and automated / online repeat order situations,…

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What is the one, single, most important thing about sales (Hint – it isn’t)

Here in what is called the Western part of the world, we have – as a culture – traditionally taken a reductionist approach to many of the questions we face in life: What is your favorite color? Which organ is failing and how can we singularly fix it? Who is the best rock band of…

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Do you have – or need – a sales role model?

In contrast to the lone wolf image of the salesperson of yesteryear, there is no doubt that more and more salespeople are working as a part of a team. In spite of that, salespeople still need to find their own individual motivation and inspiration, and for many, having a role model can help. But what…

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Why don’t you sell more (and what can you DO about it)

What’s holding you back from sales success? What will make you more successful in sales? When you ask most sales experts, trainers, managers and coaches questions like this, the answers are often Unsatisfyingly Un-Actionable. The question is usually asked differently, a bit less direct – for example: What is the most important attribute of great…

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Red, white & blue (simplified) sales management

Every once in a while an idea comes along that stays with you, and guides you as you move along day by day, year by year through our career. I heard such a sentence more than 10 years ago while interviewing a prospective sales manager, and the idea was as simple as it was useful.…

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Defying Pareto: Refuse to accept the mediocrity of the 80/20 rule

This is an excerpt from my second book, Managing the Sales Process, available on Amazon.com. You can find a series of these excerpts in a dedicated blog category to get a broad overview, post-by-post, of the book (they are listed in reverse order in the category, so start with the oldest). From Chapter 6 –…

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Is sales and selling really as complicated as some make it out to be?

Those who talk, write and teach about sales have found many ways to describe the details of sales and selling, which is not bad, but it seems that some may have lost the forrest for the trees. Let me explain what I mean with a challenge: Think of all of the selling techniques, methodologies, philosophies,…

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On accountability, expectations and the value of sales employment contracts

This is an excerpt from my second book, Managing the Sales Process, available on Amazon.com. You can find a series of these excerpts in a dedicated blog category to get a broad overview, post-by-post, of the book (they are listed in reverse order in the category, so start with the oldest). From Chapter 5 –…

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