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Why Doesn't Sales Methodology Get More Attention?

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan According to FreeDictionary.com , the original definition of Methodology is, "the theoretical analysis of the methods appropriate to a field of study or to the body of methods and principles particular to a branch of knowledge." One of my favorites (at least the title) was Sales Process is to Religion as Sales Methodology is to Prayer.

The Sales Pipeline Revealed

Pipeliner

What is the sales pipeline? sales pipeline describes an approach to selling, founded on the underlying principles of the sales process. It describes the individual steps salespeople take from initial contact with a potential customer, or prospect, to qualifying that prospect into a lead, and further validating that lead into a sales opportunity followed [.]

What Is the Difference Between Data and Information?

Pipeliner

Sales Methodology Bill Gates, founder of Microsoft, stated: “How you manage information determines whether you win or lose.” When improving decision making in a business, we need to understand the difference between data and information to define our data quality goals. Data and information are not the same–and they should not be confused. Just What Is Data? [.]

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Salespeople: Whatever Happened to Taking Risk?

Pipeliner

Sales MethodologyIn today’s mega-technological super-convenience society, we’ve all but lost sight of one particular fact: Life is a risk. We’ve built walls, dams and roofs to keep it out. We’ve armed ourselves with the latest inoculations to keep risk from making us sick. We’ve mounted the latest weaponry to safeguard us from our enemies. We’ve insured […].

Sales Managers–What Should You Look for in a Sales Scorecard?

Pipeliner

There has been a dramatic shift in the way buyers perceive and interact with salespeople — as any sales manager will know. The Harvard Business Review has spoken – it’s “the End of Solution Sales.” If you’ve adjusted your strategies and sales process accordingly, you’re ensuring success. If you haven’t, perhaps you’ve seen sales performance [.] The post Sales Managers–What Should You Look for in a Sales Scorecard? Sales Methodologyappeared first on Pipeliner CRM Blog.

The Craft of Selling: Understand the Three Different Sales Techniques

Pipeliner

In a recent blog post we touched on the types of sales which are being mostly automated, and highlighted the fact that in the higher-ticket B2B sales, human sales techniques will always be required. Expanding on that point further, it can be seen that today—thanks in a large part to technology—“sales” can no longer be lumped [.] Sales Methodology

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Why Smart Sales Reps Should Study Sales Techniques

Pipeliner

Selling is a tough job… The challenging global economy, change in consumer buying habits and the shift towards customer-centric selling, has made sales a very challenging profession. The post Why Smart Sales Reps Should Study Sales Techniques appeared first on Pipeliner CRM Blog. Sales Effectiveness Sales Methodology So what can give you the edge?

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What Skills do Sales Reps Need to Thrive in the New Sales Era?

Pipeliner

We’re in a new sales era where traditional techniques are becoming redundant, and sales force and sales teams need to adapt to survive. What skills do sales reps require to close effectively in the new landscape? The post What Skills do Sales Reps Need to Thrive in the New Sales Era? Sales Methodology Salespreneurs There’s no doubt.

When You Lose the Sale – All Is Not Lost

Pipeliner

“We liked your proposal, but…” Lose the Sale… Those five words said it all. The client proposal that I’d worked on tirelessly for weeks wasn’t good enough to close the sale. The post When You Lose the Sale – All Is Not Lost appeared first on Pipeliner CRM Blog. Sales MethodologyOnce I heard, “we’re going with another company,” it was tough to hear anything else. When a client call starts like that, you’d probably rather […].

Sales Techniques in Insight Selling: The Fine Art of Listening

Pipeliner

In recent blogs we’ve talked about the necessity in today’s sales world of insight selling; of providing valuable insight to the prospect company. The post Sales Techniques in Insight Selling: The Fine Art of Listening appeared first on Pipeliner CRM Blog. Sales Effectiveness Sales Methodology If you ever watch an expert salesperson in action, [.]

Remembering The Most Powerful Sales Lesson of My Life

Understanding the Sales Force

And yet another might be failing because his Sales DNA doesn't support hunting. And a fourth might be failing because she lacks Commitment to sales success. Dave Kurlan Baseline Selling sales process sales methodology sales tips how to sell sales lessonFor example, one salesperson might be failing because he needs so much to be liked.

Subjective Value: The Key to Insight Selling

Pipeliner

With buyers being informed by the internet and making some 70 percent of their buying decisions before ever speaking with sales reps, salespeople must be more savvy than ever in their understanding of prospect companies and their needs. Sales Methodology Salespreneurs This depth of understanding is what is referred to as insight selling, and today is the central [.]

Why Questions in the Sales Process Will Enhance Your Results

Pipeliner

Your success at closing a complex sale is dependent on your ability to strike up a meaningful conversation. The post Why Questions in the Sales Process Will Enhance Your Results appeared first on Pipeliner CRM Blog. Sales Methodology Salespreneurs This step is crucial. That’s because you need to obtain [.]

Want a 74% Chance of Winning a Sale?

Pipeliner

These days, in B2B sales, customers buy more than just our products and services. The post Want a 74% Chance of Winning a Sale? For SMBs Sales Effectiveness Sales Methodology Salespeople Social SellingBefore you can change the status quo, you must understand it. want clients who do more than just buy from me. This isn’t heresy, it’s just good business.

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How to Converse with Prospects Without Sounding “Salesy”

Pipeliner

For CEOs For Sales Leaders For Sales Managers For Sales Pros For SMBs Sales Effectiveness Sales MethodologyThere is no shortage of advice one can get when trying to determine the basics when talking with potential new customers and clients. Asking the right questions and asking insightful questions will give you a better understanding about who you are connecting to and how you may be of service. The goal here is to […]. The post How to Converse with Prospects Without Sounding “Salesy” appeared first on Pipeliner CRM Blog.

Sales Training: 5 Reasons Why It’s All Up to You

Pipeliner

 50 years ago, the success or failure a sale was carried completely by the salesperson. Leads were sketchy, there was little to no sales process of any kind, there was certainly no automation—and it was totally up to the sales rep and his or her skills. The post Sales Training: 5 Reasons Why It’s All Up to You appeared first on Pipeliner CRM Blog.

Don’t Suffer the Agony of (Sales) Defeat at the Finish Line

Pipeliner

The post Don’t Suffer the Agony of (Sales) Defeat at the Finish Line appeared first on Pipeliner CRM Blog. Sales MethodologyIt was almost in the bag…a 2-year effort. She thought she had done it all right — building key relationships,  nurturing her prospect by the book. She knew their business; she knew their special needs. strong  proposal was in their hands. Her primary contact recommended a green light. No doubt, she was in the [.]

Can Free Sales Content Send You Down a Dangerous Path?

Understanding the Sales Force

On the Web, there are three kinds of free sales content available. There are free White Papers, which could be anything from a scientific report on Sales Selection, Longevity,Trust, or The Challenger Sale (the topics of my White Papers), to a marketing piece made to look like a scientific report. Was it a methodology? Maybe it was a free sofa, chair, or table.

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Sales Slumps - What Causes Them and How to Fix Them

Understanding the Sales Force

Dave Kurlan sales process sales methodology sales pipeline sales slumpDuring the course of a baseball season, both hitters and pitchers fall into slumps. In baseketball players slump with their outside shots and from the foul line. Football Quarterbacks go into passing slumps. Golf and Tennis pros have swing slumps.

How Can Consultative Selling Already be Dead?

Understanding the Sales Force

Dave Kurlan Consultative Selling sales methodology Tom SearcyIn this article for Middle Market Executive ,Tom Searcy insists that Consultative Selling is dead. He says that consultative sellers end up with buyers who can only make small decisions, experts end up in purchasing and only industry authorities can reach executive decision-makers.

Sales Strategy and Competition

Pipeliner

The factor of competition must always be figured into sales strategy. The post Sales Strategy and Competition appeared first on Pipeliner CRM Blog. Sales Effectiveness Sales Methodology In the past some companies have chosen to ignore competition, but much of the time this ignorance has been at their own peril.

Sales Strategies: Is The Deal Worth Winning?

Pipeliner

This is an important question when it comes to any opportunity in sales strategies: Is the deal worth winning? The post Sales Strategies: Is The Deal Worth Winning? Sales Effectiveness Sales Methodology While profit [.] appeared first on Pipeliner CRM Blog.

Sales Techniques 2014: Learn About and Enlighten Your Prospect

Pipeliner

Many sales experts agree: it is the age of insight selling. Long outmoded are sales techniques that deal only with clever pitching; today a buyer at a prospect company is far more educated and mere pitches are likely to fall on deaf ears. The post Sales Techniques 2014: Learn About and Enlighten Your Prospect appeared first on Pipeliner CRM Blog.

Effective Lead Generation: Sowing the Field

Pipeliner

When contacting those leads the sales force could have some confidence that the prospects, for the most part, wouldn’t [.] Sales Effectiveness Sales Methodology Lead generation used to be quite different than it is today. company could do some research about potential clients, create some materials, send them out, and count on a certain percentage of leads coming back.

Sales Success is Like Making Great Tasting Soup

Understanding the Sales Force

Believe it or not, most people still believe that sales success boils down to getting a lot of people to agree to watch a demo. While that''s the case with technology, it doesn''t vary too much from that in non technology sales where most people believe that sales success boils down to one of two things; either a critical mass of meetings, or a proposal or quote.

Sales Tips: Knowing When to Walk

Customer Centric Selling

Sales Tips: Knowing When to Walk. The worst possible outcome for sellers and vendors is to go through entire sales cycles and lose. Early in my sales career with it became clear management didn't like unpleasant surprises. My sales manager was great at telling sellers what to do without sharing HOW to do it. Need some help to increase sales?

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Salespeople (Entrepreneurs): What is a “Sunk Cost” and Why Do I Need to Know About It?

Pipeliner

While you might consider that economic theory is something best left to professors in university ivory towers, in actual fact a knowledge of these particular principles can greatly assist members of a sales force [.] Sales Methodology Salespreneurs The post Salespeople (Entrepreneurs): What is a “Sunk Cost” and Why Do I Need to Know About It?

New Perspectives On Sales Success – Research From RAIN Group

Buyer Insights

New methodologies are challenging old methodologies with increased levels of research and innovation among sales consulting and training organizations around the world. Tips for Sellers Challenger Sales Changes in Buying Rain Group Sales Methodologies Sales Process Solution Selling Selling has entered a new more dynamic era.

Solution Selling – Dead Or Alive?

Buyer Insights

The only problem is that they don’t necessarily need or want the sales and marketing that goes with them. Uncategorized Sales Methodology Sales Trends Solution SellingBuyers still need solutions right? Well, of course they do. Indeed, they want better solutions than ever before and they want a better price too!

Sales and Startups

Pipeliner

The post Sales and Startups appeared first on Pipeliner CRM Blog. Sales Methodology So you think you have a great idea for a new business. You are inspired by the fact that your friend or your college roommate or that cousin you have not seen in seven years just launched a startup after receiving angel funding or being accepted into your city’s best accelerator. After thinking about “going [.]

Using Org Chart Tool to Grow Your Sales

Pipeliner

How org chart software can help you close sales deals faster? The post Using Org Chart Tool to Grow Your Sales appeared first on Pipeliner CRM Blog. Sales Methodology What is org chart (organizational chart)? Knowing how people relate beyond the standard reporting structure is vital to closing a deal.

Solitaire and Modern Sales Training - What Should it Cover and Include?

Understanding the Sales Force

This is exactly how many CEO''s, Presidents and Sales VP''s view their sales forces. Without anything or anyone with whom to compare, they form their judgements on sales effectiveness in a vacuum. routinely hear things like, "We have a custom sales process.", and "We''ve been working on consultative selling." She has scored as low as 48 seconds. Is anyone right?

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Sales Tips: Losing - From Bad to Worse

Customer Centric Selling

Sales Tips: From Bad to Worse. If a salesperson were to come in second on every transaction he or she competed for, it would mean having to live on their base salary until a sales manager decides to replace them. I’ve said for years the worst possible outcome is to go the distance (an entire sales cycle) and lose, either to another vendor or to no decision.

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Sales Tips: Different Differentiators, Different Buyers

Customer Centric Selling

Sales Tips: Got -to-Have vs. Nice-to-Have. Need some help to increase sales? Take a look at the sales training workshops available to get started and improve sales performance. By John Holland, Chief Content Officer, CustomerCentric Selling®. In working with many companies, one of the most common complaints is that offerings are viewed as commodities. they got outsold).

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Sales Tips: A La Carte Sales Training

Customer Centric Selling

Sales Tips: Avoid A La Carte Training. That may seem to be an odd way to start a sales blog, but I find many companies that go to the trouble and expense of training their salespeople make it an a la carte affair. This is a major factor in doing “drive by” sales training that doesn’t stick. Need some help to increase sales? Your Roadmap to Revenue Growth® awaits!

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Sales Tools: 6 Steps to Creating Buyer Conviction

Pipeliner

The post Sales Tools: 6 Steps to Creating Buyer Conviction appeared first on Pipeliner CRM Blog. Sales Effectiveness Sales Methodology If a salesperson has one goal with a prospect, it is creating within that buyer the conviction that the buyer’s company needs to buy that product or service. It is a sequence you can blend into or add to your [.]

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Sales Tips: Behavior Follows Belief

Customer Centric Selling

Sales Tips: Behavior Follows Belief. Back in the 1970’s, IBM was the gold standard of sales training. When I got into sales in the late 1980’s, companies were still, for the most part, willing to invest heavily in training their salespeople on the best practices of the day. Need some help to increase sales? Then they face a real challenge. Train. Rinse. Repeat.

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Sales Tips: Selling by Titles and Perspective

Customer Centric Selling

Sales Tips: Selling by Titles and Perspectives. Need some help to increase sales? Take a look at the sales training workshops available to get started and improve sales performance. By John Holland, Chief Content Officer, CustomerCentric Selling®. encourage salespeople to gain access to all members of buying committees whenever possible. The VP of HR. Improved morale.

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Sales Tips: Practice with a Purpose

Customer Centric Selling

Sales Tips: Practice with a Purpose. The challenge I will give to all of you, salespeople and sales managers alike, is to come up with a meaningful plan of not only when you are going to practice, but HOW. Need some help to increase sales? Take a look at the sales training workshops available to get started and improve sales performance. What are you doing?”

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10 Ways to Grow Your Business

The Science and Art of Selling

To effect a good business growth strategy via sales, a business needs to practice ten rules regularly: Know your product and industry – Consumers aren’t stupid. Stop acting – too often businesses starting out in sales believe they have to give off a different perception than they actually represent. Persistence wins – sales don’t happen automatically.