Project Management And Sales Methodology

Partners in Excellence

Recently, I wrote, The Next-Gen Sales Methodology. In it, I posited that project management and problem solving methods are core to a much more modern sales methodology. Develop the launch, marketing, and sales plans. What’s this mean to sales?

Which Sales Methodology?

Partners in Excellence

I’ve gone through training in countless sales methodologies. Today, I read an article that was a high level assessment of 21 sales methodologies. Most of the methodologies are very generalized, we miss that we have to adapt them to our contexts/situations.


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A Next Gen Sales Methodology

Partners in Excellence

Recently, I wrote Which Sales Methodology , suggesting the 21 plus sales methodologies may not be sufficient as we look to the future. I’m not sure I’ll present a methodology for the future, but I will suggest design principles for a Next Gen Sales Methodology.

The Ultimate Guide to Choosing a Winning Sales Methodology


Enter sales methodologies. Businesses rely on sales methodologies to help their reps consistently deliver at every stage of the sales cycle. Here’s everything you’ll need to know to make the right choice: What is a sales methodology?

An Interview with Richard Harris — Exploring Sales Methodologies


At Costello, we’ve interviewed some of the smartest and most forward-thinking sales leaders in the industry. In that article, he explained his focus on process, emphasized the importance of communication, and began to unpack his sales qualification methodology. We’re welcoming Richard back for another conversation about how he views sales methodologies. In this interview, Richard shares his belief in sales methodology as a “true North.”

Introducing a New Sales Methodology to Your Sales Team: What To Do


Guest blog by Zahra Bukhari, sales operations manager at Localytics. An effective sales methodology is arguably the backbone of a successful sales team. In today’s sellers’ environment, there are many standard sales methodologies your team can use: The Challenger Sale, MEDDIC , BANT , Solution Selling, Value Selling — the list could go on. So what does a sales ops team do once a methodology has been selected?

Buying Process Or Selling Process Or Sales Methodology

Partners in Excellence

Recently, I’ve seen a renewed interest or discussions on Buying Process, Selling Process, Sales Methodology. Part is driven by an old article of mine, Sales Process or Sales Methodology. And then, unfortunately, there are too many, that while they might know the buying process or have a sales process or have a sales methodology–they simply don’t use them, instead choosing the Bumper Car approach to engaging the customer and selling.

Sales Methodology ??? It’s Your Sales Religion


Sales Methodologies can make or break your business , as they not only impact the way you sell, they have a direct impact on many other important factors in your business. How you market and position your product or service, the length of your sales cycle, the profit margins you gain, your terms of engagement, and even the size of the wages and commissions you pay your sales force can all be affected by the Sales Methodology you choose.

Sales Prospecting Tools that Will ROCK Your World with Mario Martinez Jr., Ep. #161


With digital selling taking over traditional sales methodologies, there has never been a more exciting time to be in sales. Leveraging technology, social selling , and sales prospecting tools has ushered in a new era for anyone pursuing a career in sales.

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How to Increase Sales and Differentiate Yourself with the CLOSE Sales Methodology

The ROI Guy

According to Forrester, a meager 10% of buyers report that sales reps are value-focused, with most still using a less-than-effective "product pitch." The advice: Leverage the 3 buy buttons in the brain to improve your customer engagements and sales success. link] #b2b #sales #salesenablement #salestools #sellingtools #valueselling #evolvedselling #b2b #salestech #nopitch.

Sales Tips: Give Skilled Craftsmen Better Tools

Customer Centric Selling

Sales Tips: Give Skilled Craftsmen Better Tools. By John Holland, Chief Content Officer, CustomerCentric Selling®.

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Is Your Sales Enablement Enabling the Right Things?

Smart Selling Tools

Sales enablement is a hot topic at the moment, and a key priority for many sales organizations. According to the CSO Insights 2016 Sales Enablement Optimization Study , 32.7% of surveyed organizations had a sales enablement function in 2016 (up from 25.5% of surveyed companies said that sales enablement was meeting all expectations. One reason for this failure is confusion about what exactly sales enablement should be enabling.

What Is Canvassing in Sales?

Hubspot Sales

Canvassing can also happen in sales. You probably wouldn’t think of it this way, but when Girl Scouts knock on your door and ask you to buy their cookies, they’re using canvassing as a sales strategy. Although Girl Scouts is a niche example, canvassing is a common practice in sales.

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. Dave Kurlan Inbound Marketing sales methodology closing sales performance sales selelction

Using SNAP Selling for winning more deals successfully


In our 7 tried and tested sales methodologies, we highlighted the importance of each for your sales process. In this article, we will share insights on SNAP sales methodology. In case you haven’t checked out our in-depth blog on sales methodologies, you can check out from here. Now talking about SNAP sales methodology, it aims at helping your sales team understand the decision-making process of your customers.

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Get the Most Value Out of Your Sales Analytics Tools

Miller Heiman Group

Sales analytics tools can provide key insights that allow sales leaders to coach their sales team on the strategies that improve their win rates. Too many sellers neglect inputting sales data into CRM platforms because they don’t see the value. Busy sellers may not take the time to update sales data unless they feel it is valuable for them to do so. Sales Leaders Must Apply the Data to Sales Processes.

A Simple Test for Distinguishing Features From Benefits

Hubspot Sales

Using HubSpot's Meetings tool as an example, here's how to break down features, advantages, and benefits. Feature - HubSpot's Meetings tool provides an interface that is synced to your Google or Office 365 calendar. Sales Methodology

The Sales Playbooks Every Sales Team Needs


In our latest research done in partnership with Databox , marketers and sales managers agree that playbooks improve the effectiveness and efficiency of calls, help train new salespeople and ensure product and services are correctly positioned. Perhaps most importantly, they also agree that sales playbooks creates a better customer experience! Sales scripts and objection handling are the core of my sales playbooks,” says Meah. Scripts for New Sales Reps.

Sales Tips: Can You Make It Through the “Dip?”

Customer Centric Selling

Sales Tips: Can You Make It Through the “Dip?”. By Frank Visgatis, President & Chief Operating Officer of CustomerCentric Selling®.

Using N.E.A.T. selling™ methodology in your sales process


Business owners always employ sales playbooks, frameworks, and various strategies. Sales methodologies have played a significant role in helping businesses realize the revenue goals. Sales have gone through many changes in the past decade. In this article, we will be explaining one of the sales methodologies, i.e., N.E.A.T. The methodology intends to guide sales professionals while selling. sales methodology training.

Challenger Selling In Action: Visual Tools for Execution


In our recent webinar, Bringing Sales Methodologies to Life inside CRM , Revegy’s VP of Strategy, Tim Braman, and Melisa Powers, Director of Sales Enablement for McAfee, shared practical takeaways for reinforcing and executing sales methodologies as part of reps’ daily workflow. Bringing Sales Methodologies to Life inside CRM. The post Challenger Selling In Action: Visual Tools for Execution appeared first on Revegy, Inc.

What is Outbound Sales? Tips, Tricks and Tools to Scale in 2020


Outbound sales is the most commonly used sales strategy used across various industries. It’s not just us, 55% of sales professionals agreed on using outbound sales as their primary sales technique. Outbound sales is the evergreen sales technique that is being followed and improvised every now and then. Today in this article, we will be discussing various sales strategies, best practices, and tools to boost sales productivity.

What Is Complex Selling? [+Examples]

Hubspot Sales

sales processes and their methodologies is crucial to mastering the art of closing deals. Whether you're new to sales or a seasoned salesperson, you know that sales strategies vary depending on the deal you're trying to close. The Stages of a Complex Sales Cycle.

A POC Is A Ceremony


Is a POC, a trial or a pilot project in enterprise sales context, rather a match between competitors or rather a ceremony? Depending on your industry, the length of the sales cycle and the size of the deal, the technical validation could be different.

Spring Cleaning: Tools to Rejuvenate Sales

Smart Selling Tools

Tweet Spring cleaning to rejuvenate sales. If you find a renewed sense of purpose emerging from the all-too-long winter months, here are several tools you’ll surely want to consider for rejuvenating your sales life. How can you alter, or refocus your sales plan accordingly to optimize your efforts? And Gorilla Expense keeps things organized and up-to-date for sales managers and finance. It can serve that same purpose for your sales team.

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Sales Tips: Untrustworthy Sales Forecasts Cost Billions

Customer Centric Selling

Sales Tips: Lack of Trustworthy Sales Forecasts Costs Billions. This guest post was created by MIT Sloan School of Management, courtesy of

Let’s Talk Sales! Buyer-Centric Sales with Tom Williams – Episode 216

criteria for success

Happy Monday, Let's Talk Sales listeners! Tom is the Co-Founder and CEO of , a tool that helps sales teams be more buyer-centric, making buying and selling more efficient for everyone. In today's episode, I talk to Tom about different sales strategies and the advantages of having your own Sales PlayBook! On this episode, Tom talks sales and more. And, he answers questions about: The basics of buyer-centric sales. Lets_Talk_Sales.

Sales Tips: Financial Benefits - The Missing Link

Customer Centric Selling

Sales Tips: Uncover the True Value of Financial Benefits. By Jim Naro, CustomerCentric Selling® Certified Business Partner.

Are You Building Pipeline in Squads or Pods?


As a result, we’ve developed a case study format where SDRs, AE’s, CSM’s, inside sales, field sales, customer success, and channel partners can all work together to come up with solutions that best target a particular account or a group of accounts. This round table should include a representative of every sales function that touches the customer: The top of funnel with SDRs. Your team has to conduct deep research using tools like LinkedIn to evaluate these relationships.

The Ultimate Guide to Channel Sales

Hubspot Sales

What is channel sales? In a channel sales model, a company sells through third partners -- affiliate partners (who get commission on each purchase), resellers, value-added providers (who typically bundle your product with their own), or another entity that doesn't work for it directly. Even if you hire the most focused people, invest in tools that boost their efficiency, and remove all distractions, there’s a limited number of selling hours in the day. Channel sales manager.

Sales Tips: Invest In Your Sales Organization

Customer Centric Selling

Sales Tips: Investing In Your Sales Organization. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. One of the speakers was in the sales training and consulting business. While his response was somewhat self-serving, sales trainers and their clients expect there will be a return on money spent on training salespeople. Need some help to increase sales?

Refine B2B Sales Process in 2012 with Tools and Attitude ? Score.

Score More Sales

Sales Tips and Strategies to Grow Revenues. Refine B2B Sales Process in 2012 With Tools and Attitude. A new calendar year always brings the possibility of discussions of business process improvement and in particular, sales process improvement. Sales are Down or Flat and Need to be Bigger – Our sales are lower instead of staying on our growth path. Turnover of Sales Reps Meant Lost Sales Knowledge – We lost our top rep to another industry.

Sales Tips: Tread Carefully with ROI Calculators

Customer Centric Selling

Sales Tips: Tread Carefully with ROI Calculators. By Gary Walker, EVP of Channel Sales & Operations, CustomerCentric Selling® - The Sales Training Company. However, I have some concerns about existing "ROI tools" and how they are used by salespeople in the sales process. Your prospect has probably equipped its sales team with a similar tool. Salespeople hand the ROI tools to their prospects and ask them to fill it out.

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Sales Tips: Qualitative or Quantitative Data – Which is Better?

Customer Centric Selling

Sales Tips: Qualitative or Quantitative Data – Which is Better? Recommendations While some may see quantitative and qualitative information as black and white—an either/or proposition—many successful researchers use both types of data in combination as complementary tools in their toolbox. Need some help to increase sales? Take a look at the sales training workshops available to get started and improve sales performance.

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How to Make Your Sales Strategy Easier to Execute by Systematizing “Your Way of Selling”

Smart Selling Tools

In this series, we ask Sales Tech Executives to describe how their solution can change a sales organization in a significant way. We call it Sales Tech Game Changers. NANCY: WHAT ARE THE TOP 3 WAYS YOUR SOLUTION CHANGES THE GAME FOR A SALES ORGANIZATION? GEORGE: Unlike most solutions, our platform is custom built for complex B2B sales, where sales cycles are longer and more stakeholders are involved. Simply put, we increase B2B sales effectiveness.

The 21 Buying Methodologies

Partners in Excellence

Recently, I’ve been somewhat fixated on the concept of methodologies. I wrote Which Sales Methodology and The Next-Gen Sales Methodology. The first article focused on current sales methodologies, I referred to an article discussing 21 Sales Methodologies.

The Worlds Number 1 B2B Sales Tool


It has a truly global sales reach, and allows sales people to connect, engage and cement relationships, deals and opportunities of all sizes. It is more than 130 years old, but continues to be reinvented, updated and modernized. Its inexpensive, easy to use and there is more business conceived and concluded using this B2B sales tool than any other.. Selling is nothing more than effective Communication and the telephone is the best communication tool ever.

Frictionless Selling: Don't Sell to People, Collaborate With Them

Hubspot Sales

If you’re trying to optimize your sales process and empower your sales team to achieve better results, the answer lies in frictionless selling. Simply put, frictionless selling is a way of rethinking sales to effectively reduce friction and create more convenient experiences for both buyers and sellers. In this blog post, we’ll discuss why frictionless selling drives great results, and how you can incorporate this new approach into your sales model. Sales Methodology

4 Action Steps Every Remote Sales Onboarding Program Should Include

Smart Selling Tools

4 Action Steps For Remote Sales Onboarding. Most organizations have sales teams that work primarily from in the company’s offices and sales reps working from home covering a certain territory. 1: Personalize the remote sales onboarding experience.

SPIN Selling: The Ultimate Guide

Hubspot Sales

If you’re a B2B salesperson, you’ve probably heard about SPIN Sales. SPIN gives reps a research-backed framework for working and closing complex deals with extended sales processes. You can use SPIN principles along with your current sales methodology. Many of SPIN’s principles align well with inbound sales.). Stages of SPIN Sales. The SPIN sales strategy comes from Neil Rackham’s 1988 classic, “Spin Selling.” Sales Behavior and Sales Success.