Sales Planning

Self-discipline and being organised pays

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Being disciplined and organised makes good dollars and cents.

To be on track with your sales quota you need to be organised, have a plan you stick to, and use a system for effective selling.

It’s never too late to start, regardless of where you are on the road towards realising your sales targets. All it really takes is some thought and self-discipline.

Probably the single biggest reason we see sales people struggle to make sales targets is ...

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The real secret to sales success

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How many times have we all been tempted to click on a link that offers us ‘the secret of sales success’ only to find a website or article that is promising a silver bullet ‘if only you do this one thing’ which doesn’t help us at all?

The business of sales excellence is like the diet industry, full of tempting offerings that lead us nowhere fast.

It is only natural that people want simple answers to complex problems. ‘The world ...

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Are your sales conferences pumping or slumping?

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*** Trigger Warning: May contain traces of sarcasm ***

We’ve all been there: a sea of people, pulled together from across the country or region, locked in a windowless room with artificial light, seated at round tables with mints and water, patiently waiting for the parade of presenters to finish their ‘Death by PowerPoint’ presentations so we can get to the coffee station during the day and then the bar at night to start really engaging with our colleagues. ...

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Sales Trend 2 – The case for long-term focus

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Sales Trend 2 of the Barrett 12 Sales Trends for 2018 Report is the case for long-term focus and strategy.

It’s no news that most businesses are focused on the short-term, living from quarter to quarter, and that although there’s ongoing argument about whether there’s enough evidence or not to say that long-term businesses perform better, most of the arguments against it (pro short-term) focus only on profits.

However, this sales trend reports that there are increasingly louder calls ...

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Sales Trend 11 – Sales to Add Value to Procurement, Not Just Follow the Process

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Sales Trend 11 from Barrett’s 12 Sales Trends for 2017 Report is about Procurement. Guest author Ben Shute, CEO of Comprara, shares his insights.

It was 1999 when De Vincentis and Rackham (of SPIN Selling fame) wrote ‘Rethinking the Sales Force’, a book describing how the rise and rise of procurement challenged sales professionals about how best to organise business-to-business sales teams. Fast forward to 2016 and there are 15,000 people working full ...

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Align your sales process to the buying process

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To engage with customers, sales people need to think like their customers.

What this means is that salespeople have to go about learning and understanding how customers buy. Sales people know, at all times, where their prospects are in their sales cycle. The problem is that they aren’t as clued up on where their prospects are in their own buying cycle. Most sales managers would say that knowing where buyers are in the purchase process is Selling 101. But ...

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Client Buying States

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Selling can get quite confusing sometimes. The more you know about it and understand the different things that are involved in selling can help you have a clearer picture and become a better salesperson.

An interesting point to know about is that there are mainly four different Buying States.  They are classified as:

  1. Opportunity
  2. Problem
  3. Static
  4. Blinkered

Buying States that show that a sale is possible:

Opportunity: Your prospect recognises there is an opportunity to move forward or progress to a goal.

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