Don’t Let Your Sales Process Kill Sales

Joellyn Sargent

Recently I’ve been helping a client through the selection process for technology platforms, and I’ve noticed something disturbing: Many of the vendors we’ve approached have a decidedly unfriendly sales process. Try Customer Focused Sales.

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Consulting Business Sales Pipeline Template

The Clever Consultant

Most consultants could easily track their sales opportunities in a spreadsheet and avoid the cost of paying for CRM software. Downloads Selling Consulting Services crm sales pipeline

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Grow Revenue In Subscription-Based Consulting With Jeb Blount, CEO Sales Gravy: Podcast #44

Consulting Success

Jeb Blount, CEO of Sales Gravy, Grow Revenue In Subscription-Based Consulting With Jeb Blount, CEO Sales Gravy: Podcast #44 is a post from: Consulting Success. Consulting Success Podcast Grow Revenue In Subscription-Based Consulting Grow Revenue In Subscription-Based Consulting With Jeb Blount CEO Sales Gravy Jeb Blount CEO Michael Zipursky Subscription-Based ConsultingSending hourly invoices to your client can get awkward really fast.

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Top 7 Traits of Successful Sales Managers

LSA Global

Wouldn’t it be nice to know the traits of successful sales managers? Sales managers have an awesome responsibility. The Job of a Sales Manager. The Top Seven Traits of Successful Sales Managers. The top performing sales managers are: 1. The Pressure to Succeed.

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Consulting Sales Systems That Work for Introverts with Bob Burg: Podcast #16

Consulting Success

Transform your failures into success in no time by implementing sales systems that will work for you. Description: Bob Burg is a sought-after speaker at company leadership and sales conferences around the world. The challenge he then faced was a lack of knowledge about sales.

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The secret to making it in the digital sales world: The human touch

McKinsey

Successful B2B sales teams strike the human-digital balance customers want in three core areas: speed, transparency, and expertise. Marketing & Sales Insights

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How to Increase Your Consulting Sales By Embracing the Consulting & Sales Balance with Anthony Iannarino – Episode 1

Consulting Success

Description: Anthony Iannarino is an international speaker, author, and sales leader of the top ½% of all businesses in America. Between consulting, writing, sales, and running a staffing firm, Anthony has proven that he is on a mission to serve and to help people achieve better business results than they could otherwise. Key Takeaways: [:40] Is sales a dirty word? Anthony explains the shift of power that has taken the dirt out of previously used sales tactics. [4:50]

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6 Questions for a Winning Sales Strategy

LSA Global

Why a Winning Sales Strategy Matters|. Strategic sales clarity accounts for 31% of the difference between high and low performing sales teams. Six Questions For a Winning Sales Strategy. What Are The Few Sales Scenarios That Matter Most?

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Tips on How to Sell Consulting Services Without Giving Away Everything During Pre-Sales

Steve Shu Consulting

A lot of consultants fear that they will give away too much in terms of advice during the pre-sales process. Keep your pre-sales activities pretty tight. For example you might limit your pre-sales sessions to 2 to 3 meetings of 1–1.5

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3 Factors that Can Help You to Optimize Sales Success

LSA Global

Optimize Sales Success. Just casting your line to snag any client as they happen to swim by is no way to run a sales team or to optimize sales success. It may be the way to run a kid’s lemonade stand but not a high performing sales team. llocating Sales Resources.

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How Use Sales Negotiation Styles To Influence

LSA Global

Types of Sales Negotiation Styles. Much has been written about various sales negotiation styles and how to adapt and flex to them to resolve conflict and make win-win agreements. Consider These 4 Basic Sales Negotiation Styles to Up Your Game.

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Product Training versus Sales Training – Which Matters Most?

LSA Global

Product Training Versus Sales Training – Which Matters Most? Many of our clients who are moving from selling products to selling more complex solutions struggle with the concept of product training versus sales training. Product training versus Sales Training?

Starting the analytics journey: Where you can find sales growth right now

McKinsey

By getting five basic elements right, sales teams can drive new revenue while building analytics muscles for the future. Marketing & Sales Insights

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Shaping the New Sales Cycle

Joellyn Sargent

The New Sales Funnel. Companies decided which products or services they wanted to promote, then their Sales and Marketing teams went to work to build awareness, create interest and drive demand. Now customers move themselves through the sales cycle, gathering information online, doing research, reading reviews, and so on. If and when a sales rep gets involved, it’s often much later in the sales process. Sales as Sherpa.

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2 Tips For Asking Good Sales Questions

LSA Global

Asking Good Sales Questions Matters. Afraid of Asking Basic or Challenging Sales Questions? Two Tips for Asking Good Sales Questions. Good sales questions convey your commitment to getting the information that will help you help the customer succeed. #1.

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What Subscription Business Models Mean for Sales Teams

Harvard Business

Across the technology industry, subscription sales models are growing in popularity. The trend is having a big impact on sales forces. As ongoing account management activities consumed more and more sales time, new customer acquisition slowed down–and the company’s revenue growth began slowing, too. The Pros and Cons of a Single Sales Role. Having two sales roles (one for account acquisition and another for account management) has several advantages.

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4 Goals and 3 Sales Questions for Every Client Meeting

LSA Global

Sales Questions for Every Client Meeting. Today, sales presentation skills are less important than being proficient at the top three types of sales questions that matter most for every client meeting. What Sales Experts Say. Sales is About Them, Not You.

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Managing a Sales Funnel for Your Consulting Business

The Clever Consultant

Create and managing a sales funnel. We spoke to our friend Brian Sullivan, Vice President of Global Accounts at Sandler Training , who offered us this advice: View Your Sales Funnel as a Live Tool. Your sales funnel is a living entity that needs regular attention. To make it easy, make sure you have a simple vehicle in place that enables you to collect details about prospects and where exactly they are in your sales funnel.

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How to Convert More Sales Prospects Using MQL and SQL

LSA Global

Sales and Marketing Leaders Want to Convert More Sales Prospects. Too many sales and marketing leaders treat all leads with the same amount of time, attention and effort. Defining Marketing and Sales Leads to Convert More Sales Prospects. The Job of Sales.

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How to Downsize Your Sales Force

Harvard Business

Many industries have had to downsize sales forces. There are several reasons for recent sales force job cuts: Shifting market dynamics are one cause, including changing customer needs, customer consolidation, new buying channels, and slowing market growth. sales reps following an industry-wide downsizing trend. At the same time, sales of simpler products were moving to lower-cost channels. sales jobs from its high-end craft beer division. Sales Digital Article

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The Top 7 Pre-Call Sales Planning Meeting Questions

LSA Global

Pre-Call Sales Planning Meeting Questions Matter. The varied amount and inconsistent quality of pre-call sales planning creates a wonderful opportunity for hungry sales teams to outperform their peers. Because sales reps who prepare by knowing the answers to critical pre-call sales planning meeting questions are more likely to add value, handle objections and secure the next steps required to move the sale forward. Buyers Expect More from Sales People.

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Is Poor B2B Customer Experience Undermining Your Sales Success?

Joellyn Sargent

While the sales process may be vastly different for B2B, buyers are still people. If you’ve ever filled out a form to snag an interesting white paper, then received a sales call, event invite or other series of follow-up messages, you’ve been on the prospect side of a marketing automation (MA) solution. It raises the question, “If speaking to someone in sales is this difficult, imagine what happens when I need to contact support.”

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Are Sales Incentives Becoming Obsolete?

Harvard Business

To motivate, manage, and reward B2B salespeople, many companies use sales incentive plans that link large commissions or bonuses to individual results metrics, such as territory quota achievement. As digital channels continue to reduce and redefine salespeople’s role in customer buying, these traditional sales incentive plans are becoming less effective at driving sales outcomes. The right sales incentive plan creates a double win. Sales Digital Article

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6 Leadership Stories from Sales Leaders On A Digital Sales Transformation

MBO Partners

I’ve seen all kinds of sales leaders. Some that are as inspiring to their sales teams as Churchill and Napoleon, some as forgettable as King Edward V (he lasted less than 3 months). Digital Transformation Sales Leadership

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Sales Coaching + Solution Selling Training = Success

LSA Global

Based upon over 800 sales training measurement projects, we have come to believe that solution selling training on its own is often an exercise in futility…and we say this as a business consulting and training company. The best sales coaches keep the focus forward.

The 5 Top Sales Techniques that Matter Most

LSA Global

What Are the Top Sales Techniques? As a sales leader, this is the question you should be asking…what are the traits and behaviors that distinguish top solution sellers from average producers? Five of the Top Sales Techniques. You (and your sales forecast) will be glad you did!

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4 Steps To Specializing Your Sales and Marketing Techniques with Perry Marshall: Podcast #30

Consulting Success

Perry is the author of several fantastic sales and marketing books and splits his time between higher-end client work and equity in companies as well as his science and technology project Evolution 2.0. Today we’re diving deep into the ways you can find your ideal clients, how to successfully manage your sales, marketing […]. 4 Steps To Specializing Your Sales and Marketing Techniques with Perry Marshall: Podcast #30 is a post from: Consulting Success.

Reframing Sales Effectiveness

Strategy+Business

Aligning Strategy and Sales is the best sales book of the year--and one that senior executives should read

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The Top 3 Reasons Behind High Sales Attrition

LSA Global

High Sales Attrition Can Be a Major Problem. Most studies peg average sales attrition between twenty-five and thirty percent split fairly evenly between voluntary and involuntary attrition. The Costs of High Sales Attrition. The Top Three Reasons Behind High Sales Attrition.

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The Seven Steps in the Sales Process

Women in Consulting

Are you aware of the steps that top sales people take to successfully land those new clients? Try following these seven steps to increase sales and reach those new clients. 5) Answer objections and ask for the sale ! As a sales consultant at Savvy Selling NOW! I help business owners to improve in all areas of the sales process, so they can make more money. Top Consulting Tips Sales sales process Seven steps in Sales process

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Science & Sales

Martinka Consulting

This is Sales 101, people buy with emotion and back it up with logic. The post Science & Sales appeared first on Martinka Consulting. Earth Day featured multiple marches across the country, protesting the anticipated cuts in federal dollars to science. An interview with one scientist hit the proverbial nail on the head. He said marches, protests, and similar won’t do anything, i.e. it’s preaching to the choir.

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Doing Solution Sales Training Right Keeps Your Pipeline Filled

LSA Global

Solution sales training experts agree that sales performance pressure never stops. But solution sales training experience tells us there are ways to make your job easier and keep your pipeline filled with real opportunities even while you spend less time prospecting.

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A Stunningly Simple Secret to Improve Sales Success

Joellyn Sargent

If you could invest just a few hours to dramatically improve the results of your sales efforts, would you? This is the person who’s head starts nodding in approval when your sales team tells their story, because it aligns so elegantly with their own issues, concerns and objectives.

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The Art of Effective Sales Questions in 4 Steps

LSA Global

The Art of Effective Sales Questions. The best sales people typically ask the most effective sales questions. Insightful Sales Questions = Insightful Customer Conversations. Poor Sales Questions = Poor Customer Conversations.

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2 Techniques to Create Realistic Sales Targets that Drive High Performance

LSA Global

Sales Leadership Techniques To Tell if You Have Realistic Sales Targets. Sales strategy accounts for 31% of the difference between high and low performing sales teams. Setting realistic sales targets that drive higher performance is no easy task.

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What the future science of B2B sales growth looks like

McKinsey

Companies that lead in B2B sales follow a three-pronged strategy to drive above-market growth. Our Insights

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Unlocking the power of data in sales

McKinsey

Analytics plays an increasingly important role in B2B sales—and high-performing sales organizations take it to a new level to differentiate themselves from the also-rans. Our insights

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Using Digital Exhaust to Improve Sales

Harvard Business

Customer relationship management software revolutionized how companies manage their sales pipelines. It also allowed organizations to communicate and coordinate more effectively across large sales account teams. Sales & Marketing Technology Sales Digital Article

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Sales Reps, Stop Asking Leading Questions

Harvard Business

Most executives recognize a need for their sales team to act as consultants and sell “solutions.” ” But many CEOs would be shocked at how poorly their sales teams execute on the strategy of consultative selling. ” So the sales force sits down and makes a list of questions designed to extract information from their prospective clients, in a kind of interrogation. I’ve sat through many sales calls like this, and trust me it isn’t pretty.

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Boosting your sales ROI: How digital and analytics can drive new performance and growth

McKinsey

Successful sales leaders use four principles to tailor digital and analytical tools to their companies’ unique needs. Our Insights

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