Archive for February, 2010
-
Feb 28, 2010
No Comments5 Steps to Shortening Sales Cycles
I’m always amazed at how little waiting I ever want to do in selling. I’ll sit in a room discussing a deal with some of our engineers, and I want to go from this discussion to meeting with the customer in seconds. “OK, we’ve got our strategy. Let’s do it!” Speed is the key here...
-
Feb 22, 2010
No CommentsWeekly SHV Twitter Updates for 2010-02-22
RT @SalesProInsider: Five Success Factors of a Sales Grand Champion | The Sales Pro Insider http://ow.ly/1oKkql # RT @GlanceNetworks: The truth is in: Inbound marketing cost per lead is 60% lower than outbound (Via @Hubspot) http://bit.ly/dAZCbH # Build a "sales process" for selling more stuff to the same customers: http://bit.ly/7XjHyC # RT @BobCorlett: Five questions...
-
Feb 20, 2010
No CommentsThe fog of selling
I read a nice post in The Pipeline about valuing yourself and your customer. The whole piece makes a lot of sense, and it made me think about challenges salespeople have when dealing with a complex sale. We have all seen the simple sales (transactional): Client wants to buy something – they know what they...
-
Feb 16, 2010
No CommentsCustomer lifecycle
We spend a lot of time working out how we are going to sell a certain product. I’ve seen companies spend weeks working out the proper sales process, training the entire team, and then uploading this all into Salesforce. All this is good – you do need to get those wins. Once you have these...
-
Feb 15, 2010
No CommentsWeekly SHV Twitter Updates for 2010-02-15
RT: @megheuer: RT @GAStroz: Avoid "vanity metrics" by making metrics actionable, accessible, auditable http://bit.ly/a2P8sR # RT: @SalesGravy: 3 Ingenious Ways to Get Past Call Display and Reach the Decision Maker – http://bit.ly/bP1G1f # RT @keenan: Is sales a sacred cow, or could it be outsourced? #salesbloggers http://bit.ly/cDGPeg via @Renbor – a good discussion item #...
-
Feb 10, 2010
No CommentsOK, you’ve won the deal
You’re negotiating with a customer – in person or on the phone. You’ve won the deal – a long slog. You’ve set them up well with your pricing, and you are going to get some good value for the deal. The customer chooses you, and then asks one question, “Is there anything else you can...
-
Feb 08, 2010
No CommentsWeekly SHV Twitter Updates for 2010-02-08
RT @tyamdm: Just realized I’m a big fan of the telephone. So easy to just call someone. Duh! – I wholeheartedly second that motion!! # RT @jerrykennedy: RT @iannarino Determination: The Ability to Persevere http://bit.ly/91r7TU #sales #salestip #b2b – attributes to master! # RT: @ChadALevitt: How an Inside Sales Rep Built a Million-Dollar Pipeline Using...
-
Feb 02, 2010
No CommentsBebop in the bullpen
A lot of the sales trainers and sales managers focus on the rules and procedures. I’ve seen sales managers literally lose deals because they had a new policy to implement. They wanted the entire sales team to go in a different direction so they stick hard to their new plan. I saw this blog posting...
