Recruiting commission-based sales reps is only half the battle. The real win, and the one that fuels long-term scale, is ...

The best way to demonstrate your sales process is to give concrete examples of how you've used it in the past. Pick one or two successful sales stories that showcase your skills and results, and ...

The process of purchasing a product or service is made up of five key stages: These stages all contribute to customer satisfaction. This makes the sales process a valuable part of providing good ...

Although Sales and Marketing work closely together, they don't always see eye to eye—whether in the metrics they're tracking or the approaches they use. But that isn't to say the teams should work in ...

A sales process is a written document that outlines your ideal engagement with a prospect from the initial contact, through the uncovering of needs, to the evaluation of options and on to a ...

Here’s an example of the steps my business implemented with one of our clients: Get your entire sales and marketing teams in one room. It’s OK to meet virtually, but for this exercise, it’s ideal to ...

Don’t try to fix the whole process all at once, instead focus on the highest leverage step in your sales process and improve that. Then move on to the next conversion point and so on.

Even consultative sales techniques can seem harsh and awkward in the hands of a goal-obsessed sales rep. Suppose, for example, the sales rep has been trained to ask probing questions to discover ...

For example, since you’ve defined the start of the sales process with the customer taking the action of contacting you, you’ll never waste time cold calling customers who ultimately won’t be ...