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The Three Stages of Sales Process Evolution (Which No One Ever Told You About)
…is typically focused on what the company thinks it should be: “Prospect for opportunities,” “Research the needs,” “Conduct a demonstration,” “Propose a solution,” and so forth. Rather than attracting prospects and customers, these activities may…
SPIF Tip #36: Unless You’ve Gone to the Gemba, You’re Probably Fixing the Wrong Sales Problem
…below. Also, if you’re curious about the self assessment we use, contact me – “Your Most Important Question”. [1] A Japanese term meaning “the real place.” Japanese detectives call the crime scene gemba, and…
Are You Ready to Lead Your Salespeople on a Lean Kaizen Journey?
…of prospects, reaching decision makers, and making offers that hit the customer at the right time, and in the bull’s eye of their problems and needs. It means doing less “spray-and-pray,” less “show-up and throw-up.”…
We Have Met the Enemy of Sales Performance, and He Is Us
…them, “We have met the enemy. And, he is us.” But how? There are so many possibilities. How can you determine what changes will result in improvement? How can you know (with confidence) which few…
Christian Maurer | Respecting the Value Salespeople Create
…effective motivators Thinking outside in And more Mentioned in This Episode: · ultimatesalesexecresource.blogspot.com and https://www.linkedin.com/in/caMaurerconsulting/ · Ted Talk on Motivation https://www.youtube.com/watch?v=rrkrvAUbU9Y · Daniel Pink, Drive https://www.amazon.com/Drive-Surprising-Truth-About-Motivates/dp/1594484805/ref=sr_1_1?keywords=drive%2C+daniel+pink&qid=1567882666&s=gateway&sr=8-1 Michael Webb: Some people talk about selling to…
SPIF Tip #58: Getting Rid of Gnawing Feelings and the Value of Standards
…is thinking about their current situations.” You will not be challenging or debating them in any way. You will not be coaching. It is very important that you not react negatively to their answers. You…
SPIF Tip #47: How Information Quality Impacts B2B Sales Performance
…wait that long!) Precision For closing the sale the customer should be able to compare the specific claim with the competitor’s offer. Directional claims (words like “longer lasting,” or “easier to use”) are not sufficient for closing the sale. In the above…
Root Out the Marketing and Selling Disconnect
…(And Do It in a Way Your Salespeople Will Love!) https://salesperformance.com/ExecBriefing.aspx ——————————————————————————————————————– The Goal: Making Money Now and in the Future Marketing, selling, and servicing are a production system for finding, gaining, and keeping the…
Book Review: A Seat at the Table
…picture.” Chapter 6, Connection Mastery, builds on the thinking of Glenn McCoy, baseball coach extraordinaire, who uses digital technology and “prepare, capture, feedback” cycle to create motivation. Prepare: He explains the process. Capture: He films…
What Sales and Marketing Asks About Process Excellence – #1 How to Get Buy-In?
…get my salespeople to trust another initiative?”, “How can we get sales managers to pay attention when they have so many other objectives?”, “How can we get senior management to support this?”, and “What is…
