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Sales Effectiveness Newsletter
Delivering useful and insightful information to
sales professionals |
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Table of Contents Introduction to Vortex Selling Do You Know Why Someone Will Buy From You? For previous newsletters and more articles check the Sales Effectiveness Newsletter Archive as well as our White Papers including "When to Sell Value." 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 newsletters? Would you like advice from our experts on these, or other, sales effectiveness topics? Contact us with your questions.
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Introduction to Vortex Selling
Martyn Lewis |
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Have you ever noticed how water moves in a whirlpool? A leaf dropped at the edge of a whirlpool seems to endlessly swirl around. If, however, the leaf is pushed into the center of the whirlpool there is a vortex where the water and the leaf accelerate directly down. After years of research we have found that, all too often, sales opportunities move about the sales funnel similar to the way leaves swirl in a whirlpool. There are those sales opportunities that seem to be in the endless swirl. They consume time, resources and attention; but do not move positively through the sales cycle to a successful close. There are also those sales opportunities that, by their very nature, seem to be dropped in the center of the funnel and move directly and effectively through the sales cycle. And, we’ve also found that - just as a child with a stick can push the leaf out of the swirl and into the center - there are reliable methods for moving a significant number of those swirl opportunities into the vortex. For more information on the concepts of Vortex Selling view the “Quest for Customers” archived Placeware Seminar. |
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Do You Believe in Magic? Barry
Trailer |
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is the first in another three-part series by Barry. This article defines
process and debunks the notion of applying a manufacturing metaphor to
sales. In sales you can’t control inputs, or the environment, but you may be
able to exert some control over traditionally informal sales processes. The
question is – why bother? Answers presented include the ability to share
information, increased cycles of learning and a more compelling way to
assess sales call effectiveness.
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Do You Know Why Someone Will Buy From You? Martyn
Lewis |
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In this article,
Martyn identifies a unique way that you can increase the chances of winning
that very important deal.
From Martyn Lewis' upcoming book "Sales Wise - an anthology of selling stories, follies, and fables", each with a relevant and timely sales message. To be published later in 2003. If you wish to be notified of publication date, please e-mail us. |
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The “9Ps of Profitability” are outlined in this interview from the book “The Sales and Marketing Excellence Challenge” by Jim Dickie and Barry Trailer. “Many of the interviews suggested to me that the most significant changes in how the game is being played have to do with focus and discipline. That is, companies are no longer playing fast and loose, but are becoming both serious and organized during tough times.” -Barry Trailer Order “The Sales and Marketing Excellence Challenge” by Jim Dickie and Barry Trailer |
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