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Phased Selling - 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. |
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Who is Managing your Salesforce? - When your sales
representatives get up in the morning, do you know who or what
dictates what they do? You may be surprised to find the answers. |
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Hands-up for a Sales Process - What do you think is the key
to making swift, significant, and sustainable increases in sales
productivity? |
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The Elusive Growth Factor - Why do new organizations, better
mousetraps notwithstanding, fail to achieve the anticipated
measure of growth? We call this phenomenon the elusive growth
factor. |
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In Praise of Sales Management - This article examines the
role of sales managers today and, most importantly, what the
role should be. In many situations organizations have allowed
the role of the sales manager to become significantly
compromised. For organizations where even some of these trends
are evident, there is a tremendous opportunity to ensure that
sales managers are engaged in value-added activities. |
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The Sales Productivity Challenge - If there is one good
thing in the world of sales that the current economic climate
has spawned, it would be that the topic of sales productivity is
back in the spotlight. During the "go-go" years of the
dot.com days, it appeared that the only challenges were:
where to find more sales professionals, and how to shovel all
the anticipated purchase orders into the system. Well, those
days are gone - at least for the next few years. Organizations
are, once again, being forced to examine how they sell and
answer the question: how can we increase productivity? |
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Sales Forecasting - A zero value-added exercise in
reporting, or a vital business management process? This white
paper, written in conjunction with CSO Insights is based on
extensive research and discusses why, in the vast majority of
organizations, sales forecasting is such a flawed process. |
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Managing the Sales Process across the Extended Enterprise -
In this article we review the benefits, then present a model for
understanding the challenges of managing a unified sales process
across channel organizations. We also share five fundamentals
for a successful extended enterprise sales process management
framework. |
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Leveraging the Sales Funnel - Find out why there is
significant opportunity to dramatically increase sales
effectiveness and results by managing the sales process in a
counter-intuitive fashion. |
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Research Findings
- Discover the ten prominent factors
affecting the world of sales today. What are their seven
underlying root causes? Learn the impact that these elements are
having on the health of today’s sales organizations |
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Sales
Process - Are direct selling costs too high? Are sales cycles
too long? Are e-business results disappointing? Examine the four
root causes of today's "selling crisis" and discover
the solution.
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The
Internet does not Change One Single Rule of Marketing -
You have heard it said thousands of times... "the Internet
changes everything." Think again.
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CRM,
Technology, and Selling - Do CRM and and the Internet spell
the end of the sales professional?
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Optimal
Sales and Marketing Systems - After
decades of intense focus on… back-office “cost side”
operations, businesses are in a frenzy
to streamline the
revenue generating side of the ledger.
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The
First to Market Paradox - The ephemeral “window of
opportunity” closes very quickly when competitive products are
released before you can establish the market acceptance point,
or in some cases before you even launch the product. |
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When
to Sell Value - In recent years there has been much emphasis
placed on selling value and the benefits of consultative
selling. However, even when practiced, it may not be what
the customer wants. |
