Sales Process | The Portfolio Partnership

Successful Sales Processes Understand Procurement

by Ian Smith | Mar 27, 2024 | Sales Process, Sales Tips

At TPP we’ve embedded world-class sales processes in dozens of businesses. I’ve covered the details of that process in previous posts. The process is based on Jeff Thull’s books and process. But the success of that process depends on a deep understanding...

Increasing the Market Share of Your Customer’s Spend

by Ian Smith | Nov 15, 2019 | Sales Process, Sales Tips

Over the years there is strong evidence to suggest that increasing market share drives higher profit margins. Certainly, if increased market share translates to higher sales one would hope that would lead to potentially higher margins. However, a much more pertinent...

Investing in a CRM System Will Fail

by Ian Smith | Feb 6, 2017 | Sales Management, Sales Process, Sales Tips

Investing in a CRM System will fail unless you teach your sales team a system for communicating with your prospects and customers. The system is really quite simple and it falls into three distinct buckets. 3 Big Buckets Product and Service Knowledge Customer, Markets...

Prospects are People not Companies – B2B Selling

by Ian Smith | Aug 17, 2015 | Sales Process, Sales Tips

The most precious commodity a sales professional enjoys is time! Where you choose to spend that time is the difference between success and failure. Your sales process (I use Prime – Diagnostic Questions) should demand that you understand the value proposition you...

Cross-Selling – Execution Tips & Objections

by Ian Smith | Aug 11, 2015 | Sales Process, Sales Tips, Scaling

You’ve just acquired another business and you want to create some synergies, by selling the newly acquired company’s products through your other subsidiaries. So how do you do it? This is a classic cross-selling problem. Or you may have launched a new consulting...

The CEO’s Sales Audit – 10x thinking.

by Ian Smith | Aug 3, 2015 | Sales Management, Sales Process, Sales Tips, Scaling

Imagine you’ve just been appointed CEO of a private company or a division of a public company. It doesn’t matter if you’ve been in the job 10 years, I’m asking you to imagine! How would you audit your sales performance? How would you know if...