sales process

I work with a fair number of pharma reps–and I must tell you–there are changes you’ll have to make in order to be of value to your clients.
Here’s an idea: Instead of moving into the sales process operating from a place of “how do I get the Doc to prescribe my drug?” - move into [...]

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“Bill, in our sales meetings, I ask one question: What have you done since last meeting to help your clients solve problems?” The changes have been remarkable.

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We work with a technology firm that has a 90-day selling cycle and a 90-day implementation cycle. They sell telecom/networking/convergence technology. But here’s the problem. The customer - at the point of sale, when the contract is signed - is ecstatic - full of excitement.
But by the time the implementation is over, the customer loses [...]

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A couple of weeks ago I had the chance to speak to the Greenville Chamber of Commerce to the NEXT Group, a subset of the Chamber specializing in emerging technology companies.   One of the challenges that entrepreneurs face in building their business is that they need to respect, revere and understand what “selling” is and [...]

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I was invited down to Greenville, SC recently for the Chamber of Commerce NEXT training program. This Chamber is unique in that it brings in people who can help their members grow. NEXT is a subset of the Chamber that is made up of technology companies who are emerging or in early stages of growth. [...]

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Pete Ramsey was a really good guy. But from the moment he came in to seek counsel, I could see he had a huge problem - his general approach to business life (and sales) was way off. But how do you tell a guy who’s in his 40’s and somewhat successful, that his approach was [...]

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Have you ever wondered why the prospect wants to control the sales process? Other than the fact that we’re all “control freaks” to some extent, it’s no wonder the prospect thinks – because he has the money – that he should control the sales process. But the fact is, he shouldn’t. You should control it. [...]

 

 Sales Process: Play Now | Play in Popup | Download

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Recently, I posted on where sales training is going (The Future of Sales Training), I got some flack (probably well-deserved) for not getting in to more detail on each of my points. Sometimes in a blog, you just don’t have space to address the whole topic.
So, today I’ll dive a little deeper into point 1, [...]

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We get asked all the time, “Where is sales training headed?” No crystal ball here, but I do see some trends that every sales manager and company president should be interested in.
As you formulate your selling strategies for the future, and sales training becomes part of that, you should look at how to deliver training [...]

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