A continuing project in 2021, we're creating a resource to help answer some of the key questions we come across around bringing structure to the sales-customer relationship.
Salespeople are excellent at challenging prospects, solving problems, inspiring action... but not so strong at the strategic, organisational side of selling. And when working on complex sales, it's this strategic view, where the seller always knows what to do next to advance the sale, which is vital to success. Here are some ideas to help.
The holy grail of successful selling - truly delighting customers so that they buy more, buy more frequently, and become advocates to others. Such a nice idea, yet so difficult to achieve. Here are Navanter's thoughts on how this can be achieved.
It's one of those timeless business questions - how do you accurately predict how much revenue will be delivered by your sales team over the coming month, quarter or year? Balancing economic uncertainties with salespeople's eternal optimism can make this uncomfortably difficult. Here are Navanter's thoughts on how to forcast revenue more accurately.
Many salespeople have some great sales skills - questioning, presenting, that natural curiosity which leads to sales success. What many salespeople lack, though, is the strategic plan to put all these skills to good use. And that's where SPACECHAMPS™ comes in - the basis of your strategy for all your sales.
Salespeople often have a problem with communicating return-on-investment to prospects, getting hung up on features and loose benefits then ultimately losing the sale. The simple concept of selling money can really get salespeople thinking about ROI as they position their solution.
Project Management skills are needed in most areas of businesses, but project management itself is often misunderstood, and its importance in a sales environment is underestimated. In this article, we take a look at what a project actually is, and why these skills are a vital link between sales and delivery.