What are the issues with RFPs? When I work with some of my clients, I’ve seen several of them struggle with RFPs. A lot of the research in the market tells us that buyers are roughly 50% through their buying and decision making process, and that holds true. That’s going to create more and more […]
Think about this. Professionals across a variety of jobs use recipes, checklists, formulas, and procedures to serve as a guideline for what they consistently need to do to reach success. Bakers use recipes, flight crews follow checklists, and manufacturers follow operating procedures. However, in the all too often complex world of selling, do sales professionals […]
With this tool, you’ll be able to apply the dimensions of the Successful Sales Formula to see the specific weaknesses in your sales opportunity, and how you can take action to improve your chances of winning – or to determine if further investment is unwarranted, based on objective criteria.
Buyers now have more resources than ever before and will usually be more than 50% through a buying process at point of contact. As a result, lead qualification has increased in popularity. Many qualification processes have involved automation based on the prospect’s content and/or website activity, and the rise of Marketing Qualified Leads (MQL) through […]
Parts of this post adapted from the Solution Selling Fieldbook (2005, McGraw-Hill, ISBN 978-0071456074) by Eades, Touchstone and Sullivan. According to the latest survey of sales managers conducted by CSO Insights, almost half of salespeople (46.2%) need improvement in qualifying opportunities. Salespeople’s Ability to Qualify Opportunities (Copyright 2009, CSO Insights, used with permission.) Although many […]