Weekly Roundup: Avoiding Unforced Errors, Designing a Sales Process + More

Sales Process

- MOTIVATION -

"MOST PEOPLE THINK 'SELLING' IS THE SAME AS 'TALKING.' BUT THE MOST EFFECTIVE SALESPEOPLE KNOW THAT LISTENING IS THE MOST IMPORTANT PART OF THEIR JOB"

-ROY BARTELL

- AROUND THE WEB -

<< If you only read one thing >>

22 Questions to Ask Yourself if You Aren't Seeing Inbound Marketing Results — LeadG2

No one does marketing for marketing’s sake. We want to establish our brand, build an audience, convert leads, grow a pipeline, accelerate deals through the funnel, and ultimately grow revenue. Unfortunately, that doesn’t always happen. Success or failure needs to be based on more than just a gut feel. Data doesn’t lie. What do the numbers tell you? Here are several questions that can jump-start a discussion and help you determine your best next steps toward getting your desired results and increasing your revenue from your inbound marketing efforts. >>> READ MORE

Avoiding Unforced Errors in B2B Sales — LinkedIn Sales Blog

There are plenty of external challenges in B2B sales. So there’s no reason to make things harder by tripping over our own feet. As Iannarino puts it, “One way to lose, but likely not the most common, is to be outsold by a competitor. Fair enough, you have been on both sides of that story. However, the most common way to lose is by unforced errors, the mistakes you make in your pursuit of a client.” So we can say there are three types of unforced errors that may cost you a sale. But let’s flip it around: There are three opportunities for you to turn a potential loss into a closed deal. >>> READ MORE

How Do You Design and Manage a Sales Process That Will Scale? — Engagio

A recent TOPO Benchmark report found that 59% of companies don’t have a well-defined sales process. A solid sales process is essential because it is a predictable and repeatable way to guide prospects to a purchasing decision. Though it’s called a “sales” process, don’t let the name fool you – it affects all customer-facing teams. And, even if you are among the 41% that do have a well-defined process, there’s no guarantee that it will scale with you as your organization grows. >>> READ MORE

Using Data To Run Your Sales Development Team— InsightSquared

"Over the last twenty-five years, I have worked in a variety of environments and roles that, in one way or another, focused on the pursuit of sales. During those years, there were many times when I was frustrated by the lack of reporting capabilities necessary to drive continuous improvement. Through it all, it was clear that having the right metrics presented with actionable insights was the key to getting better." >>> READ MORE

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