The Never-ending Sales Cycle: how an Agile Sales Process can help build trust

You’re probably thinking this is going to be about some “Groundhog Day” type of scenario where your attempt to close a sale keeps going round and round like clothes in a washing machine on permanent spin cycle. Of course, we’ve all had this type of situation to deal with at some time but this is not what the article is about.

Instead we’ll talk about the change from a sales cycle with a defined start and end to one where we are continuously engaged with the client and where one success forms the basis for the next, such that it becomes more of a closed loop than a linear journey from A to B. Why is this important or relevant?

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The Future of B2B Solution Sales: what you need to think about and how ESP can help you

There is a widespread debate at present about what business to business (B2B) solution selling might look like in a few years’ time and what the ramifications are for sales professionals operating in this field. The major trend underpinning this thinking is the shift of power away from the product or vendor salesperson to the customer, enabled by the vast amount of high-quality information readily available online or through a range of relevant discussion groups and forums. If this trend continues, the protagonists argue, then the traditional B2B sales role will disappear and be replaced by a more transactional approach. Therefore, mature sales professionals will need to re-invent themselves in order to survive, and those entering the job market now will need to acquire a whole new skill set that is still evolving. It sounds scary and it is. So, what can you do about it if you are currently riding high as a commissioned, target driven sales jock?

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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”

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”