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Posts Tagged "sales process"


Combine setting expectations with confirming THEIR expectations along the way and you’ll move further even more quickly.  Clarity of expectations, deliverables, timing, involvement, and follow-up is a powerful way to advance and close the sale. by Nancy Bleeke Assumptions have killed and stalled more sales than lack of budget or your competition. Clarity of expectations, deliverables, timing, involvement, and follow-up is a powerful...

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Your CEO Wants To Do What?!

Your CEO Wants To Do What?!


Posted By on May 2, 2014

By Monika D’Agostino Your CEO wants to lead sales?! That’s OK….. … as long as she/he doesn’t micromanage. Readers who have been following my blogs know that I am very cautious when it comes to C-Level involvement and sales, but that only pertains to day-to-day operations and not the conceptual involvement. Your sales process, your sales training or any other sales related areas will not be successful if...

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by Nancy Bleeke, Author of Conversations That Sell Stop the buyer from running to your competitors! It’s time to Adjust your Selling Process There are many actions we can take to help our buyers move through the selling process to the buy decision. And while there are many things we should do, there is one thing you should NEVER do…make the selling process more difficult than the buyer wants or needs. That’s right, if you want...

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by Jill Konrath Have you ever tried to see the world through the eyes of your prospects? If so, you have undoubtedly noticed that these poor people are overwhelmed. Their companies are understaffed. They are constantly being asked to do more with less. And they spend a lot of time fighting with their colleagues over scarce resources. It’s a hard-knock life. Jill Konrath understands the challenges that today’s busy decision makers...

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By Colleen Francis Welcome to “Stop Guessing! Sales Accuracy Redefined.” Read on to change the way you view your pipeline and your ability to forecast success! It’s common for leaders to measure their sales pipelines by the probability of the deal closing. And, a common mistake.  Probability of close is a subjective measurement that requires the sales rep to make a judgment about their chances of making a sale. It requires...

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