A Virtuous Sales Cycle is what happens when best sales practices are consistently applied to produce above-average results, which in turn create a chain of positive results that feed off of each other to generate even better performance.
When you are prospecting for new leads are you looking for prospects that want to buy a product or service that is like yours? Or, are you searching for prospects that need exactly what you have to sell?
What is the one valuable commodity that is in short supply for both your prospect and you, the seller? Time.
Why are your sales so slow? I’m not referring to your order rate. I am talking about the activities and processes that have to be happening in Zero-Time in order for you to achieve your sales goals. One thing leads to another and if you are running in place in February, you’ll be running to catch up by March and hopelessly behind by […]
There is a lot of talking and blogging going on about cold calling and whether it is a necessary or even desired part of the sales mix. I can’t resist putting in my two cents on this discussion. I have recently seen a couple of studies and listened to some presentations about the changes taking […]
This is one of the classic debates about sales and selling. It is very similar to the ‘nature vs. nurture’ debates that young adults without kids and too much time on their hands indulge in. (Anyone with kids quickly learns the answer to this…) The answer is that both process and skill are required to succeed in sales. However, process provides the platform for […]