Asking deep, penetrating questions, then listening intently, really hearing the customer’s perspective, have long been the core best practices of great salespeople. The context has always been “understand the customer’s requirements, issues, objectives and pain points.” Personally, I’ve long been proud of my ability to ask good questions and to listen carefully.
Then I got to [...]
YPS has a client south-O-the-border that provides a never-ending stream of insights along with new perspectives on proven best practices. Just last week, I watched an exchange between their sales leader and one of the top reps that hit me (and the rest of the group) right between the eyes. It played out during a [...]
This post is second in a series about applying “Lean” concepts in sales. Read the overview. This post will also provide useful perspective.
The idea of “Pull” as applied to the sales process is very counter-intuitive at first. And realize, by the way, that to really make it sing, you first need a “perfect process,” which [...]
Originally published at Dreamland Interactive.
Manufacturing executives said it didn’t apply to them. (They were dead wrong.) Software development executives said it didn’t apply to them. (They were dead wrong.) Business & technology services executives said it didn’t apply to them. (They were dead wrong.) Sales executives, managers and professionals KNOW FOR SURE it doesn’t apply to [...]
Don’t get me wrong. The notion of “The Buyer’s Journey” was a great leap forward – was. It remains extremely useful as a concept to prevent a “blinders on” focus on your sales process. Yes, you must have and follow a proven sales process; one that by definition is [...]
I’ve been in a running debate with my colleague, Stone Payton, for about a year now regarding the value and continuing applicability of the “funnel” metaphor for B2B sales. Stone emphatically states, “Forget the funnel!” (See this post, especially point #5 and the comments.) I just as emphatically disagree!
And I think I finally understand the [...]
The best of the sales managers and executives I’ve had the pleasure to work with tend to demand very few things. They expect a lot in terms of results, but are generally reluctant to lay out a long list of specific requirements. The single most common demand of the top-notch sales leader? [...]
There is always a danger in focusing on the tools used to get a job done. (We all know the cliché about the six-year old with a chain saw…) That said however, a robust CRM system just might be the most powerful tool a sales team can have.
A highly functional CRM system [...]
As a guy who helps organizations design, implement and execute a sales process, I hear it all the time; “Don’t tell me how to do my job.” It’s a hoot to watch the reaction when I reply, “I have no intention of even trying to do so.”
There’s no way an outside consultant, or even a [...]
It’s quite instructive to examine the nature of offerings from the hordes of sales consulting and training firms. The overwhelming majority of them are focused on developing sales skills. Clearly, what sales managers are demanding is precisely that.
All well and good. I’m the first to violently agree that selling skills are fundamentally and critically important. [...]
