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“How You Sell”– MXL’s XLerator Program

Everyone sells and for the most part everybody knows how to sell, whether intuitively or from professional experience or training. The key today is in truly optimizing how you sell in your unique...

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Strategy is Great but Execution is Everything

We have a saying: “Strategy is great, but execution is everything.” Now think about that. We all know companies with great products that have failed. It’s often a breakdown at some level of execution:...

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Sales Training Investment?

In the past year there was a 13% increase in the average annual investment per salesperson. So says the CSO Insights research study – 2013 Sales Performance Optimization Sales Process Analysis report....

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The 2014 Sales Problem

Having already conducted multiple company Sales Kickoff Events this month, the 2014 trend is becoming clear: Reps are getting better, yet it’s getting harder to sell. It’s like climbing a mountain top...

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The 4 P’s of Enterprise Selling

With due respect to the time-tested 4 P’s of Marketing (Product, Place, Price and Promotion), it’s time to lay out and articulate the 4 P’s of Selling, particularly for business-to-business enterprise...

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The Inside/Outside Sales Metamorphosis

It’s been going on for some time now. The evolution of sales teams toward a more granular segmentation of selling units. What started out naturally is now a fast-moving phenomenon that cannot be...

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Rule #32 – Become a Probe Master

The biggest mistake that sales reps make in sales meetings is mismanaging the discussion flow and failing to appropriately extract enough valuable information from the customer. This is easier said...

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Rule #33 – Qualify, Qualify, Qualify

In addition to good probing skills during the early stages of the sales cycle, qualification skills are fundamental to effective selling. Many a deal has moved down the sales cycle commanding people...

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Your Father’s Sales Process…with a Twist

There’s a rekindled debate going on about a tired topic: sales process. With new emphasis on the buying process and alignment and technologies driving process and sales enablement, the whole subject...

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Guaranteed Better Sales Discovery

A big issue I see over and over again, with even sophisticated sales teams, is the tendency to rush through the “discovery” phase of their selling process. It’s not that “discovery calls” are not being...

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