Sales Process

What type of business are you? The sales process for a B2B company is different than a consumer-facing business. Leads are gathered differently, there are more decision makers, and a distinct form of product knowledge is required for each. Understanding what type of business you are is the first step to becoming a better business. Your sales process defines how you sell your product to your customers. Your sales process will generally follow this format:   Lead Generation – Finding your customers, or helping them find you. This might be accomplished through cold calling, advertisements, inbound marketing, or other forms of lead…

Sales Methodology Training gives your sales team a repeatable process to find and close business. It's the backbone of your sales process, focusing on call preparation, improving sales effectiveness, finding high-quality leads, and managing customer relationships. The best sales methodologies support all of your sales efforts, resulting in bigger deals more often.The strategy behind your approach is just as important as the actual interaction with your customer. Sales methodology training creates an environment for the customer and the salesperson that facilitates the sales and decision-making process. Here are the best sales methodologies for getting and closing deals. Best Sales Methodologies There…

Conversation Creates Sales Humans are naturally social, some people are just better at being social than others. Those people work in sales. Conversational skill will always be the deciding factor in sales. How well the value of a solution is communicated decides if it's sold, in any face-to-face meeting that happens through conversation. Conversation creates action - salespeople understand that better than anyone. A solid conversation means a monthly quota met, a year-end bonus, and a happy customer. Salespeople might require great conversation skills, but anyone can benefit.  Every conversation is selling something; an opinion, suggestion, story, or idea. Sales…

If you're a salesman who wants a long and happy career, lead generation is the most important of your job. Leads are what keep your career alive. The customers that buy, and keep buying, from you are how you keep your career thriving. Unfortunately, finding leads is difficult - especially when sales reps are expected to find their own. Luckily, there are 3 steps that make finding qualified leads extremely effective. It's also time-consuming. The 2011 Sales Optimization Survey reports the average salesman spends 24% of their time researching and finding leads. This is time that should, for your wallet's…