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Sales Effectiveness Briefing
Delivering useful & insightful information |
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Table of Contents In Enterprise Sales, Keep the Damned Product Behind Your Back Yours Sincerely (from Sales Wise) 21st Century Selling revisited (and enter to win a free copy!) Please Contact Us if you would like to determine the health of your own selling approach. We can facilitate a 1/2 day confidential web-based workshop, using best practices to benchmark your own sales organization. For previous briefings and more articles check the Sales Effectiveness Briefing Archive as well as our White Papers Questions and/or Feedback? We welcome your questions and feedback. What articles did you find particularly relevant and useful to your own situation? What topics would you like to read in our future briefings? Would you like advice from our experts on these, or other, sales effectiveness topics? Contact us with your questions.
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Phased Selling Martyn
Lewis |
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One of the keys to successful selling is to
ensure that there is someone who is actually buying, and that
the sales cycle is meshed with the purchase cycle. We refer to
this interlocking of the sales and the purchase cycles as Phased
Selling. In this article, we explore the key concerns, activities,
needs and players in a typical complex purchase cycle and the factors that
could influence your selling strategy. We also map each step in the purchase cycle
to optimal and sub-optimal selling activities and wrap up with some pointers
for you to consider in your own selling activity. Full Article |
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In Enterprise Sales, Keep the Damned Product Behind Your Back Phillip Lay, managing director, TCG Advisors
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is yet another superb article, authored by Phillip Lay, that gives a
detailed overview of a broken enterprise sales process and - the corollary -
what this looks like when it's working well. As the title suggests, Lay
refers to one of the most significant changes that has to occur in the
selling approaches of many of today's companies and that is, instead of
talking about the product(s), to start engaging in meaningful conversation
with clients about their business needs. We continue to be amazed by
companies that think they are practicing some form of solution selling when,
in fact, they are still largely pitching product and talking at anyone who
has the misfortune to be in their way.
Full
Article |
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Yours Sincerely Martyn Lewis |
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Thanks to technology, it
doesn't take very long to scribble an email, or does it? Full Article From Martyn Lewis' upcoming book "Sales Wise - an anthology of selling stories, follies, and fables", each with a relevant and timely sales message. If you wish to be notified of publication date, please e-mail us. 21st Century Selling revisited. We recently spoke with Joe Cullinane about his book 21st Century Selling: An Anthology of Advice from Top Sales Pros and some of the developments since it was published. Feedback has been very positive and Joe is thrilled that Aurora University is using the book in their sales program. Joe's, and our own, research, shows that the topic of sales effectiveness and productivity is definitely hot. Organizations of many sizes are searching for proven ways to take sales effectiveness to new heights. The days of quick fixes and throwing technology at the perceived problem certainly appear to be over. We are also seeing companies paying much closer attention to both sales and sales management processes, and taking the time to benchmark their approaches with best practices. To participate in our draw for a free copy of 21st Century Selling, send us an email summarizing, in 300 words or less, what steps your company has taken to improve sales effectiveness and your opinion on how successful this has been. All information we receive will remain strictly confidential. Please include your name, title, your company name, and your own email address. To be eligible, we must receive your email by June 30, 2004. The winner will be notified by July 15, 2004. To buy a copy, go to Amazon.com |
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Market-Partners tag
line is “Changing the Way You Sell” for one simple reason; that is what we
do. We start by developing a deep understanding of everything that impacts
upon your overall sales process. We then bring the methods and tools that
enable the transition to an optimal approach to selling. The results our
clients gain are swift, significant, and sustainable. Privacy Policy: This is an opt-in briefing. Market-Partners will not sell, rent or distribute your personal information. If you do not wish to receive future briefings, please unsubscribe and we will ensure you are removed from our list. Copyright ©2004 Market-Partners Inc. - Articles and other content from this briefing and website may not be reproduced, republished, or redistributed without prior written permission from Market-Partners Inc. You are welcome to forward the briefing in its entirety.
Market-Partners Inc. |
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