Sales Intel: 4 Painful Things You Need to Know
Sales intel is supposed to be the intelligence that increases wins. But sales reps can never get enough of the good stuff to hit it out of the park with predictable certainty. That’s [...]
Buying Cycle – the 4 Stages of Receptiveness
Sales reps traverse their way along the buying cycle; pushing, pulling, influencing buyers from one stage to the next, with the hopeful outcome a sale. During that journey reps must discover when [...]
The Quick Sales Funnel and Super 8
Sales funnels work at their own pace. Yet there are times when a quick sale* is needed more than oxygen. When sales are at the bottom of a trough or stuck in a down economy, one quick sale can [...]
Don’t Miss the Win Window in the Sales Cycle
There’s a time to do the sales work that wins. And it’s not when most sales reps think it is. Let’s look at a typical sales cycle, which includes milestones for a:
Ideal Selling: How do you rate against the Perfect 10?
In Ideal Selling everything happens exactly as you dreamed, except better. It’s selling that is always fun, exciting and rewarding – for you and your buyers. Waking up it’s [...]
Layering Buying & Selling Cycles
Winning facility service contracts involves two cycles: the buying cycle and the selling cycle. “The Revenue Monkey & Sales Stages” outlines the sales cycle, but there’s [...]
