August 2011
5 posts
3 tags
Are You Sure You Are Targeting The Right...
The tough global economic climate has exacerbated one factor: the sharp rise in the amount of consensus needed across a customer organization to close deals. Not only is this factor extending sales cycle times in B2B markets, but it’s also increasing the risk of deals stalling.
[[MORE]]Today, there are no more single decision-makers as sellers must increasingly gain collective,...
1 tag
Sales Strategy Fundamentals
A sound sales strategy:
Focuses Sales Force attention on attractive market segments that value the company’s offering;
Tailors the value proposition and the sales process to each market segment’s specific needs;
Defines cost-efficient sales processes that communicate the value that the offering creates for customers;
Helps salespeople develop business relationships that benefit...
1 tag
Sales Strategy: A Practical Definition
You can state you have a sound sales strategy in place when you know:
Who your customers and prospects are;
What your value proposition is; and
How the selling is done.
A sales strategy articulates the activities that need to occur between the company and its customers and prospects with the goal of understanding customer needs and demonstrating the company’s products’ and...
2 tags
Shaping a Best-In-Class Sales Organization
According to the Sales Executive Council, world-class sales organizations are built on these 4 foundations:
Strategy and Customer Management
Sales Process and Productivity
Sales Talent Management
Metrics and Rewards
Real-world organizations usually fall short of excellence because they show gaps in one or more of the above mentioned critical domains.
1 tag
First-Line Sales Managers Do Matter. Surprised?
Well, it’s a no-brainer. In any sales organization, first-line sales managers play a pivotal role. A good sales manager selects, builds, leads, manages, and rewards the team. The manager succeeds when all of his/her people succeed.
And yet, sales managers aren’t usually paid for their team management activities, but for the revenue and profit results they deliver. Those results are...
