Knowledge

Market-Partners is committed to promoting sales process thinking. What is a sales process? Does it imply complexity? Does it negate the art of selling or relationships? No. We believe the opposite to be true. The process is merely the medium by which we can practice the art.

Market-Partners has been leading sales process thinking for years. Sample a few of the topics below to discover a little of what we've learned.

Sales Management, Leadership & Coaching

Cracking the Code on Coaching

[EXCERPT] Individuals do not arrive on the job “coaching-ready,” but generally have a number of preconceptions about what coaching means and their own ability to practice it. It is only by understanding the common myths about coaching that these preconceptions can be overcome. When these myths are not directly called out and managed they tend to impede the successful adoption of effective coaching within the organization. 

Download Cracking the Code on Coaching

 

Coaching for Performance trifold

[SUMMARY] Performance Coaching - A Field Guide. This trifold reference provides a useful summary of the keys to successful performance coaching under the headings of Coaching Styles, Effective Coaching Checklist, Coaching Myths, Keys to Successful Coaching and the Coaching Feedback Loop.

Download Coaching for Performance trifold

 

Managing the Business of Sales

Everything You Know About Managing the Sales Funnel is Wrong

[EXCERPT] Is there anything more fundamental in sales and sales management than the “sales funnel?” It has been the mainstay of selling since the first lead was identified and progressed into a successful closed order. By taking thirty minutes to read this paper your perspectives about the sales funnel, and how to manage the sales process, will change. For those whose living depends upon building and maintaining a healthy funnel of sales opportunities this is a must-read.

Download Everything You Know About Managing the Sales Funnel is Wrong

 

Business-to-Business Sales Forecasting

[EXCERPT] Our research discovered that many of the commonly found approaches to sales forecasting are either inherently flawed, or lack a number of the fundamentals that must underlie any successful forecasting process. By examining these approaches, however, and by understanding forecasting fundamentals, we are able to present a framework for a best-practice approach to sales forecasting.

Download Business-to-Business Sales Forecasting

For more information, call Market-Partners at 707-575-4712, or email info@market-partners.com.