Comments on: How to Avoid the Four Most Common Mistakes of Sales Process Mapping http://www.salesperformance.com/how-to-avoid-the-four-most-common-mistakes-of-sales-process-mapping How to make your company's sales funnel flow faster through sales process improvement Tue, 10 Jan 2012 09:04:57 -0600 http://wordpress.org/?v=2.8.4 hourly 1 By: Phil Polson http://www.salesperformance.com/how-to-avoid-the-four-most-common-mistakes-of-sales-process-mapping/comment-page-1#comment-82733 Phil Polson Thu, 29 Dec 2011 05:40:40 +0000 http://lisabeers.com/demo4/?p=280#comment-82733 Michael is right, the sales mapping process certainly adds real grunt the team performance. When preparing the map mangers must be able to come down from the lofty position of the office and seek the input of the team who are down at street level on a daily basis dealing with customers. The map must be flexible and account for sudden changes in the general sales environment and the economy. The map should also include input from anyone in the organisation who has contact with the customer, by telephone, email or face to face, not just the official sales team. Michael is right, the sales mapping process certainly adds real grunt the team performance. When preparing the map mangers must be able to come down from the lofty position of the office and seek the input of the team who are down at street level on a daily basis dealing with customers.

The map must be flexible and account for sudden changes in the general sales environment and the economy. The map should also include input from anyone in the organisation who has contact with the customer, by telephone, email or face to face, not just the official sales team.

]]> By: Kyoko Otsman http://www.salesperformance.com/how-to-avoid-the-four-most-common-mistakes-of-sales-process-mapping/comment-page-1#comment-9962 Kyoko Otsman Fri, 06 Aug 2010 15:48:25 +0000 http://lisabeers.com/demo4/?p=280#comment-9962 It's unequivocally a pleasant content. An posting such as this proves how seriously the concept is actually believed by author. It’s unequivocally a pleasant content. An posting such as this proves how seriously the concept is actually believed by author.

]]> By: Maximo Carruba http://www.salesperformance.com/how-to-avoid-the-four-most-common-mistakes-of-sales-process-mapping/comment-page-1#comment-8626 Maximo Carruba Fri, 02 Jul 2010 00:22:20 +0000 http://lisabeers.com/demo4/?p=280#comment-8626 I am amazed at the level and also the top quality of articles you've put on your site, that you simply love to create really comes through. Grabbed the Rss feed, many thanks! I am amazed at the level and also the top quality of articles you’ve put on your site, that you simply love to create really comes through. Grabbed the Rss feed, many thanks!

]]> By: Vikram Malhotra http://www.salesperformance.com/how-to-avoid-the-four-most-common-mistakes-of-sales-process-mapping/comment-page-1#comment-5591 Vikram Malhotra Thu, 01 Apr 2010 05:37:56 +0000 http://lisabeers.com/demo4/?p=280#comment-5591 Michael, This has provided deep insights as far as Enterprise Sales is concerned. I would really appreciate to see any article which talks about B2B Software Sales Performance Goals. Could you help me out with it. Thanks. Michael,

This has provided deep insights as far as Enterprise Sales is concerned. I would really appreciate to see any article which talks about B2B Software Sales Performance Goals. Could you help me out with it.

Thanks.

]]> By: Internal Negotiations: A Battle the Sales VP Cannot Fight Alone | SalesPerformance.com http://www.salesperformance.com/how-to-avoid-the-four-most-common-mistakes-of-sales-process-mapping/comment-page-1#comment-2050 Internal Negotiations: A Battle the Sales VP Cannot Fight Alone | SalesPerformance.com Sun, 02 Aug 2009 14:08:31 +0000 http://lisabeers.com/demo4/?p=280#comment-2050 [...] touched on this in my article “How to Avoid the Four Mistakes of Sales Process Mapping.” One of the examples (the second one, called “contracting”) was from an insurance [...] [...] touched on this in my article “How to Avoid the Four Mistakes of Sales Process Mapping.” One of the examples (the second one, called “contracting”) was from an insurance [...]

]]> By: Michael http://www.salesperformance.com/how-to-avoid-the-four-most-common-mistakes-of-sales-process-mapping/comment-page-1#comment-930 Michael Mon, 25 May 2009 15:40:39 +0000 http://lisabeers.com/demo4/?p=280#comment-930 Tanat, The selling process is designed around what ever it takes to get the buyer to take the steps you want them to take. By definition, that means you must create or show value to the customer (unless you are not in a free market, in which case you are dealing in terms of using force, not value, so none of this applies). So, to answer your question, in principle, the problem is the same, and the solution is the same. You have to present the customer (the market) with information and offers that are congruent with their expectations and their wants. Luxury buyers who are motivated by emotion or brand loyalty will respond to communications and offers that reinforce or augment that appeal, and not respond well to things that are incongruous. The vast differences in sales processes are accounted for by the vast differences in the motivations of prospects and customers - what they want and why they want it. You must speak the language of your customer, literally and figuratively. Hope that helps. Michael Tanat,

The selling process is designed around what ever it takes to get the buyer to take the steps you want them to take.

By definition, that means you must create or show value to the customer (unless you are not in a free market, in which case you are dealing in terms of using force, not value, so none of this applies).

So, to answer your question, in principle, the problem is the same, and the solution is the same. You have to present the customer (the market) with information and offers that are congruent with their expectations and their wants.

Luxury buyers who are motivated by emotion or brand loyalty will respond to communications and offers that reinforce or augment that appeal, and not respond well to things that are incongruous.

The vast differences in sales processes are accounted for by the vast differences in the motivations of prospects and customers – what they want and why they want it. You must speak the language of your customer, literally and figuratively.

Hope that helps.

Michael

]]> By: Tanat http://www.salesperformance.com/how-to-avoid-the-four-most-common-mistakes-of-sales-process-mapping/comment-page-1#comment-917 Tanat Sun, 24 May 2009 03:35:28 +0000 http://lisabeers.com/demo4/?p=280#comment-917 I agree with the above topics,but how we can applied for selling a luxuries product likes a very luxury car. Sometimes its depend on pure emotional or brand loyalty of each person. Thanks. I agree with the above topics,but how we can applied for selling a luxuries product likes a very luxury car. Sometimes its depend on pure emotional or brand loyalty of each person.

Thanks.

]]> By: amir http://www.salesperformance.com/how-to-avoid-the-four-most-common-mistakes-of-sales-process-mapping/comment-page-1#comment-354 amir Wed, 15 Apr 2009 05:49:53 +0000 http://lisabeers.com/demo4/?p=280#comment-354 This is a deep look for business that can move small and medium level companies to multinational excellence Thanks This is a deep look for business that can move small and medium level companies to multinational excellence

Thanks

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