Sales Strategy

New metrics

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When we talk about sales metrics we usually think units, volumes, quota, members signed, calls made. Generally speaking, these metrics would have been put in place in an organisation at the time that the sales team was established, and (maybe) changed from time to time, usually from quota to number of calls or units, and so on.

The current state of markets and most industries are quite different from the time when the use of these metrics was best ...

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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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