How Should We Transition to a Proper Sales Process?
Often, people write me to ask for assistance launching sales process initiatives:
“I am trying to learn and introduce a Six Sigma Selling system into my company – My boss has asked me to speak to companies similar to ours who have made a successful transition …”
The first concern I have on hearing a request like this is “What, exactly, do they mean when they say ‘Six Sigma Selling System’?” Not many people use such terms. Many sales Read more
How to Get Salespeople to Call on the Right Customers (members only)
August 9, 2009 by Michael
Filed under Sales and Marketing Kaizen
Four Qualification Mistakes Your Salespeople Are Probably Making Today and What You Can Do About It
Qualification is a crucial element of an effective sales process, and one of the easiest to improve. If your sales managers know how to do it, results improve quickly. Unfortunately, most companies do not have a proper framework or foundation for their qualification criteria, have Read more
Perry Marshall and B&B Electronics part 2 (members only)
August 5, 2009 by Michael
Filed under In-depth Interviews
This is part two of Perry Marshall’s great interview with Michael Fahrion of B&B Electronics. Part 1 is here. (Warning: If you have a slow connection speed you may want to download the mp3 files rather than listening on line. ) [display_podcast]
Perry Marshall and B&B Electronics part 1 (members only)
August 5, 2009 by Michael
Filed under In-depth Interviews
Perry Marshall Interviews Michael Fahrion of B&B Electronics on how this industrially oriented company has tripled in size in the last seven years. If you are in an engineering-oriented business with technical products, and if you have puzzled over how to grow sales, you face some special Read more
Help Sales Managers Put Out the Fires to Improve Results THIS Year
Chances are your sales managers are fighting more than one success-killing fire these days:
Undesirable Results Sales Managers Face
- Not enough highly qualified prospects
- Prospects gun-shy even when they need to buy
- Prospects who don’t perceive your value
- Inconsistent performance among salespeople
- Customers with unsatisfactory experience with your sales organization
- Not enough time in the field
- Difficult customers you wish you hadn’t won
What can you do to help them put Read more
