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Learning about sales and selling is one of the things I enjoy most about what I do. When I started my personal quest to improve my understanding of sales, my ability to execute a salesprocess effectively and to ultimately improve my sales results, there was much for me to learn. in Dallas, Texas.
Higher gross margin means there is more money left for operating the business and for doing other things. When gross margin is tight, it’s difficult to run the businesses as there is very little money left over for operations. When margins are low, heavy sales volume is required to maintain the business.
Rackham provided a better structure with SPIN Selling, recognizing the dramatic differences between B2C and B2Bsales. Because the world of sales has changed so dramatically over the last decade, you need many more methodologies. There are a dozen or so competencies that are worth improving and lead to better sales results.
These and many other factors have made whatever might once have been a linear salesprocess more difficult to follow and maintain. Disclaimer : I would never suggest you go without a salesprocess. Instead of being locked into a process, you adjust and do what is necessary to win. Not Following Orders.
Your operations team is struggling to keep up with the pace of sales, and they are falling further behind every day. When asked for help, you could decide to pitch in and start helping your operations team catch up on orders, believing that makes you a team player. Instead, they would demand that you improve sales.
One of the primary ways salespeople who operate out of fear find themselves losing deals they might have won is their failure to attempt to control the process. The fear of conflict over the salesprocess is real, but that fear should not outweigh the fear of failing the client—and losing for having done so.
As I stated last week, I’m starting a new weekly sales series focusing on business concepts. Business is at the core of sales. B2Bsales don’t happen unless there is a business reason. note Amazon put their cost of revenue, what they call cost of sales in the operating expense line.
The first thing to notice is cash can come from three key areas, operating activities, investing activities and financing activities. Operating activities is cash spent or generated through the operations of the business, this includes cash from goods and services sold, payments to suppliers, loans sold, interest on loans etc.
Sadly, the sales profession is falling behind when it comes to shaping the client’s view of their problem and the potential solutions. Those who struggle still hold on to the belief that they are going to win large, complex B2Bsales by relying on their company’s reputation and their solution. Executing the 4 Strategies.
The process has deprived both you and your client of the most valuable part of the sales conversation, something we call discovery. If you want another view of the buyer’s journey from a practical, tactical B2Bsales approach, see my second book, The Lost Art of Closing: Winning the 10 Commitments That Drive Sales.
The second level is the experience of working with you and your company, a level that is mostly table stakes, and better for B2C than B2B. For a very long time, we have operated at Level 3. The first level is the value found in your product, a level that, while being important, lends itself to being commoditized. Essential Reading!
Because you are a consultative salesperson, it’s not only your responsibility to provide your client with the best advice about the decisions they make, but also to help them with a salesprocess that allows them to make a good decision about their future, one that allows them to gain the support of their team, and one they can execute.
A List of What Your Operations Team Needs from You : You need to set your team up for success in taking care of your new client. An Internal Kickoff Meeting to Align Your Teams : Your operations team may not have been part of your meetings with your new client. Essential Reading! Get my 3rd book: Eat Their Lunch.
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