Sales Process

What’s the key to running a great sales meeting? What one technique makes a great meeting a more likely, rather than less likely, outcome for both sides?

Price increases: they happen. Let’s face it, they’re part of business. But communicating about them effectively with buyers isn’t always something salespeople are given a lot of guidance on. 

Do you instantly agree when a prospect asks you to set up a detailed presentation and deliver it?

In this episode, Jeff Stasiuk talks about the significance of writing effective field copy that can grab people's attention and lead them toward the sales funnel.

There’s one simple, easy-to-pose question that will, if you use it consistently, simultaneously improve your closing ratio, shorten your sales cycle, and deepen your relationship and impact within the buying organization. And yet salespeople hardly ever ask this question.

In this episode, Danny Wood will teach you how to create a powerful elevator pitch that will leave a lasting impression on your audience.

It’s usually pretty easy for us to think about the seller’s journey. That’s our sales process, and most of us are accustomed to thinking about that journey, simply because we already know what our own decision-making process looks like for deciding who we want to work with (and who we don’t). But what about the buyer’s decision-making process?

As an effective sales leader, you want to ensure, through your personal example, that you are walking your talk when it comes to decisions that support the first two pillars, sales process and methodology. Here are three important ways you can do that.

Your sales process is the steps you follow – the "what to do." Your sales methodology is the tactics and strategies you implement to execute that process – the “how to do it.”  With that much settled, it’s time to take a deep dive on the critical question of how your technology can best support your implementation efforts with your team – so that each person who reports to you works at optimal efficiency and produces consistent, predictable revenue for your organization.

Leaders can think of these areas as four pillars—four critical supports that the most effective sales leaders take full advantage of. Building a team without taking advantage of all four pillars can be a devastating strategic mistake.