You’ve probably lost some sleep occasionally over one of the problems that can arise with business and sales. Hang around to view the lagging indicators and you’ve missed an opportunity. Pursue the leading indicators and you might invest in something that fails to materialize in the way...
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When “flow charts” get a mention in business, you probably sigh and wish your firm’s sales processes flowed more like water – seamlessly merging and moving to that prized reservoir of closed deals. It can! Today, we’re going to look at the lead generation process and how...
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Goals give you something to shoot for in sales. But they come with a caveat! You need to plot your way down the field first with a series of goal-setting activities. Why? It’s simply more productive (and likely to bring more success) if you carefully manage activity...
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Developing a product or service that customers should flock to buy is exciting – but only a fraction of your work. How you launch it to customers is what decides your business fate. Therefore the sobering and rather less exciting work is preparing your go-to-market strategy framework....
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Is the value of your company falling? That’s “value” as in financial value, but also perceived value from your customers’ perspective. They’re linked, of course. If you’re less relevant to your target customers, you won’t close as many sales. Fewer sales, less revenue, less value. In the...
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If your business goal is to win a sale, the discovery call is the most important step because it determines what happens next. For instance, the call might be the last you make to a particular prospect if it saves you time and keeps you from rooting...
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