Blog

Introducing the Essential Sales Process

Having a good sales process helps the sales team qualify, plan and track their opportunities, supports accurate and consistent forecasting, and ultimately helps drive up win rates and revenues. However, many traditional sales processes remain unpopular with sales people as they are seen as too heavyweight, don’t match the way that teams actually sell, and lack the inherent agility to truly support them in their endeavours. Continue reading “Introducing the Essential Sales Process”

What makes a good solution sales process?

As solution sellers we all want to increase our win rate, our deal size, and get deals closed faster. We also need to provide accurate forecasts to our sales leaders, all with the minimal amount of admin. To do this we need to ensure we are qualifying well and focusing on the right deals. Our sales process should help us with all these things, and not get in the way by creating excessive process overhead. Continue reading “What makes a good solution sales process?”

Three ideas for improving your solution sales process

Most people in sales would agree that having a process is a good thing. A good process provides guidance for sellers and enables some governance around the sales effort: knowing where we are, where we are headed, and what we should be doing next. Ultimately this helps the sales team be more effective, win more deals, drive up revenue etc. However, traditional sales processes in use in many, if not most, organisations today fall far short of this. In this post I will introduce three ideas which can help and offer ways to improve: Continue reading “Three ideas for improving your solution sales process”