Is selling in the virtual world really that different? I thought it might be helpful to expand on why I think some things haven’t changed.
If the CRM system is supposed to be the key tool to helping the sales team close more business, why is it so often considered by sales professionals as an admin chore to keep it up to date?
Lots of salespeople, be they junior or very senior, shy away from engaging with procurement. Maybe they view them as some sort of ogre. They aren’t, they are human beings. However, their agenda is very different to that of the salesperson. You need to get ready for the right conversation.
How using a blended approach to change management mixing workshops, management leadership and coaching helped this client achieved a 27% annual sales growth in a highly competitive market.
It occurs to me that whilst face to face training can’t take place then the value of remote webinar sessions in helping a sales team share experiences is super valuable.
When you’ve taken the time to get your pitch strategy right, what next? Where should your focus be? Is your pitch team ready?
We get asked to support a range of pitches from those worth a few thousand $ up to those worth 10’s of $millions. But what does it take to get the pitch strategy right?
Find out what it takes to win new opportunties in professional services in this blog from John Moss.
Here’s the second batch of questions to set you thinking about how to evaluate how effective your account plans are.
Having an effective account plan is a great start for building long term business relationships. Here is the first of two short pieces with questions which we think will enable you to check how effective your account plans are.