Search / 35 posts tagged sales process management

Editorial Reviews “There is no doubt that this is a truly original and groundbreaking work in applying the Theory of Constraints. I run a services company and learned some things about the services business. Anyone involved in large services companies needs to look at what John is proposing.

One question I hear from salespeople on a regular basis is: "what do I do after the initial meeting with the prospect to maintain contact and increase their interest?"  The question from their point of view is, "what do I say when I call them back?" read more

Let's say, for the sake of discussion, that a salesperson decides to pursue a competitive opportunity feels the prospect is going to provide an honest shot at the business. His organization has defined and documented a series of its' own most advantageous events to be used as qualification / disqualification points for every forecasted opportunity they pursue.

Landslide Technologies, Inc., provider of Sales Workstyle Management solutions, recently announced that consultancy firm The Relational Capital Group, (RCG) has named Landslide as the standard technology platform it will recommend to its clients adopting The Relational Capital Value Creation™ Process.

Editorial Reviews Review “Sales and marketing are new frontiers for Six Sigma and Michael’s book provides practical insights for any organization that is considering how to connect their continuous improvement efforts with top line growth and customer satisfaction.”—John Biedry, Senior Vice

  Even companies that enjoy the luxury of clearly superior products, realise that those products will not sell themselves. As a minimum, companies need a sales force comprised of skilled professionals who understand the application of the product range, have an in-depth knowledge of their customer base, market sector and of course the competition.

Show Notes for Diary of a Shameless Self-Promoter #107: Seamless follow-through Coming up on this week's show: a chat with Alan Smith, CEO and founder of Oprius online contact management system. Direct download is here.

There is a question we like to pose to clients in our sales and sales management workshops. How often in your selling career have you been caught off guard by a loss involving an opportunity that you were convinced was yours? read more

"Move them forward or move them out." That's what I constantly preach about prospects in your follow-up file. This means if a prospect isn't moving closer to buying each time you speak, they're taking your valuable time. Keep in mind that you can make more money, but you can't make more time.

How much time and money do you devote to your company's sales pipeline? Think about the resources, the software, the meetings, the forecasting, the managing and measuring you do, and the time and effort you give it. If you're like most CEO's or VP's or sales managers, your sales pipeline is your life blood.