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Sales Teams – 5 Major Actions Needed For Success
#1 Develop more urgency – Processing deals through your Sales Process: I’ve blogged many times about my favorite Sales Process – the Diagnostic Selling approach called Prime, developed by Jeff Thull. Read my summary here. Once deals are in your sales process,...Increasing Sales By Being Negative & The Research
I’m a big fan of scenario planning. In a nutshell you ask yourself to consider a range of possible futures. Not predictions, just examples of different future worlds. e.g. In thinking about your business for next year you might build a view of the world called...A Successful Sales Process Understands How People Buy
As a contract COO I’ve embedded a world-class sales process in several businesses. I’ve covered the details of that process in previous posts. But the success of that process depends on a deep understanding of the procurement process of the other side – the buyer....The Pitch and The Research
It could be a sales meeting, a VC meeting, a product innovation session but it’s a meeting where you need to influence the attendees in the room. How do you influence that audience? How do you pitch your idea? Social science research is always interesting. When...Hyper-Growth – Initiatives to Consider Part 3 Sales Process
If you are in a hyper-growth state, growing at 25% to 250% per annum, you might be tempted to ignore the need for a solid sales process. Why bother? Life is good. Well in my experience it is essential you understand the “Why” you are growing. The internet...Operational Excellence For Exits
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