In Sales we’ll look at the buyers’ journey and sellers journey to form a complete sales process or transaction.

Don’t Over Engineer Your Sales Process

When you are creating a sales process for your inside sales team many people make a few standard mistakes that we see over and over. Here are some tips for creating the right sales process. Proper Stage Naming Demo, Proposal, etc, are not stage names. They are activities within a particular part of a stage. Stage names are holistic in sound but easy to comprehend. Each stage must have Exit Criteria. Exit Criteria is the minimum amount of information confirmed, activities conducted, or process understanding confirmed. Sales Processes are not as linear as the CRM tries to make them. Review your sales process every 6 months. Here is the sales process we recommend. With some [...]

Don’t Over Engineer Your Sales Process2020-03-09T19:59:46+00:00

Sales Slump Buster Tips

Zero, nada, a big fat donut. That was my October this year. October 2019 marks the first month in 4 years that I was not on a plane to see a client and did not have a client locally. So, I am going to do what most in sales are afraid to do. I am going to talk about it. Impostor syndrome is real, no matter who you are or how long you have been doing it. Here is how I handled it. First I looked at what's been happening in the last few months and found the things that changed. 1) A website lead form malfunction that occurred over the summer which slowed the [...]

Sales Slump Buster Tips2019-12-10T17:19:27+00:00

Top 10 Reasons Ways to Justify the Spiff for Coming to Surf and Sales

10. This is NOT a drunken bro-fest. Happy to have many folks share their experiences with you. 9. It's the last month of the calendar year and perhaps your quarter and you need something better than normal spiffs and contests. 8. It will help with retention, and let's face it you need help in that department, no matter what false belief system you've created. 7. The amount of money you lose in your best employees leaving in early 2020 is way more than the cost of this spiff. 6. You get it, you understand that having an experiential competition will motivate your team and in fact sending 2 people is better than one because it [...]

Top 10 Reasons Ways to Justify the Spiff for Coming to Surf and Sales2019-12-10T17:06:05+00:00

Handling “Call me back next year”

Answer to the dreaded "Call me back next year." objection. The following are a few different options you can use. So be sure to think it through. 1) Sometimes people say "call me back in January and they really want me to call them. Other times they are just being polite and really don't want me to call back. So I don't waste your time in the future, can you let me know which one it is so I can move forward appropriately? 2) Great, let's do something on Jan ___, how does 10am work for you? 3) Great, happy to call you back then, does this mean what we do is going to be [...]

Handling “Call me back next year”2019-12-06T16:29:37+00:00
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