Sales Excellence Blog

Industry news, selling tools, and more!

Sales Excellence Blog

How do you Understand the Roles Involved in your Customer's Buying Process?

Author:

Bill Stinnett

Let’s discuss the roles involved in a complex buying process... (VIDEO INCLUDED)

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How do you Determine the Origin of a Sales Opportunity?

Author:

Bill Stinnett

If you look at your entire market or territory – this would be everyone you could potentially sell to, which could be defined by geography, industry, etc. – however your territory is defined, we first want to take a look at all of the opportunities that might exist in there or could potentially be found in there. (VIDEO INCLUDED)

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How Do You Learn to Think Like Your Customer?

Author:

Bill Stinnett

How do you learn to think more like your customer? This concept is the underpinning of the basics we teach throughout our methodology and all of the courses we offer. The more we think like our customers, the better we understand the psychology of why and how our customers buy. (VIDEO INCLUDED)

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Qualifying Questions

Author:

Bill Stinnett

The process of qualifying sales opportunities requires a huge amount of fact-finding. Some of these facts can be obtained through research from sources outside the prospective client's company, but many of them will have to be gathered through the questions that you ask.

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Rethinking Your Annual Sales Meeting

Author:

Bill Stinnett

While sales executives are pressing their organizations to achieve year-end budgets, someone else in the organization is usually planning and creating an agenda for an annual sales meeting.

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Sales Presentations that "Hit Home"

Author:

Bill Stinnett

Have you ever spent all night – or what seemed like all night – putting the finishing touches on that perfect presentation?

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Is This Sales Opportunity Qualified?

Author:

Bill Stinnett

For many sales professionals the question, "Is this deal qualified?" is one they dread to hear. It comes from fellow sales people, from pre-sales and marketing types, from his or her own boss, and from their boss, and their boss, and their boss.

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Why Are Sales Forecasts So Unreliable?

Author:

Bill Stinnett

Ask any sales manager and they'll probably tell you that they would love to be able to forecast sales revenue more accurately. Many managers struggle with getting a true understanding of which deals are likely to close and which ones are simply wishful thinking.

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