SalesNewz.com

Last week in a webinar with a group of high-performing salespeople and technical specialists, a salesperson asked:

Salesperson: “My company’s number one goal is to shorten the sales cycle. How can I do that?”

His question was timely and challenging. It seems as if your customers’ number one goal is to lengthen it! The economy and an environment of heightened skepticism have doubled or even tripled the length of the sales cycle in many industries. (more…)

Do you have a sales methodology that your team follows? Let’s step back. What is a sales methodology? Sales best practices? A sales process? Documented steps/procedures in the sale? Sales skills? Tools? All of the above?

A sales methodology is the system a sales organization follows to win business. In one sense (not the best sense), every sales organization and/or salesperson has a sales methodology whether it is the remnants of one that had once been put in place, the norm people follow, or what a particular salesperson has figured out for him or herself. (more…)