When you think of the sales process what comes to mind? Does it relate to a generic approach to sales or is it a clearly defined process for your business or industry? I have posed this question to ...

In the same way that a professional basketball team plays games with a clear strategy, a business that wants to be successful needs to do the same. One of the most important parts of a business ...

The basic sales process consists of establishing contact with a customer, developing a relationship of trust, presenting the product's value proposition, handling customer objections, closing the sale ...

The traditional sales process consists of between five and seven distinct steps, beginning with identifying a sales opportunity and moving on to qualification of the prospect, making the sales ...

Sales employees are a different breed from most of your company. They’re going to be more outgoing and gregarious than office staff or technicians. This is both expected and good, but brings unique ...

“One of the biggest mistakes well-intentioned HVAC contractors make is sending their sales team, consultants, technicians, and CSRs to different sales training to learn different processes.” Any work ...

Microsoft Dynamics 365 CRM system is a great tool for managing your sales data and activities, but it's not enough to optimize your sales performance. You also need a sales process that guides your ...

We’ve long known (whether we use it or not) about the “sales process.” Virtually every organization has some variant of a sales process with stages we move through and, possibly, critical activities ...

I’ve developed many sales processes across multiple product categories, and I’ve seen what it takes to be successful with sales. Having closed more than $100 million in sales, including deals with the ...

My previous blog talked about Metrics that Matter and the good that derives from sales organizations with access to timely/accurate metrics. However, I ended with the observation that these metrics ...