Archive

Posts Tagged ‘Sales Process’

Can product expertise hurt a deal?

May 20th, 2009 Richard Baldwin No comments

Expertise in the product you are selling is a key success factor to wining deals.  However, sales professionalism is still part of the overall process and simply having product knowledge does not guarantee a deal.  A common mistake made by the super knowledgeable sales person is to start rattling off all the virtues of their product or service without regard of customer need or requirement. Read more…

VN:F [1.8.1_1037]
Rate this post
Rating: 0.0/5 (0 votes cast)

Work on Qualified Deals!

March 29th, 2009 Richard Baldwin No comments

Much has been written on the conversion of leads to qualified opportunities and ultimate closure. Today we will discuss a generic approach to qualifying deals. Read more…

VN:F [1.8.1_1037]
Rate this post
Rating: 0.0/5 (0 votes cast)

Always be prepared

February 23rd, 2009 Richard Baldwin No comments

always be prepared“By failing to prepare you are preparing to fail.”
Ben Franklin Read more…

VN:F [1.8.1_1037]
Rate this post
Rating: 5.0/5 (1 vote cast)

Leads, Contacts, Accounts and Opportunities

February 15th, 2009 Richard Baldwin No comments

Conceptually, this discussion rages on independent of the CRM system in use. However, let’s examine a lead process and discuss conceptually what a lead actually is. Read more…

VN:F [1.8.1_1037]
Rate this post
Rating: 5.0/5 (1 vote cast)
Categories: Best Practices Tags: