by Ian Smith | Mar 19, 2014 | Sales Process
#1 Develop more urgency – Processing deals through your Sales Process: I’ve blogged many times about my favorite Sales Process – the Diagnostic Selling approach called Prime, developed by Jeff Thull. Read my summary here. Once deals are in your sales process,...
by Ian Smith | Dec 8, 2013 | Sales Process, Sales Tips
I’m a big fan of scenario planning. In a nutshell you ask yourself to consider a range of possible futures. Not predictions, just examples of different future worlds. e.g. In thinking about your business for next year you might build a view of the world called...
by Ian Smith | Dec 5, 2013 | Sales Process
As a contract COO I’ve embedded a world-class sales process in several businesses. I’ve covered the details of that process in previous posts. But the success of that process depends on a deep understanding of the procurement process of the other side – the buyer....
by Ian Smith | Nov 28, 2013 | Sales Process
It could be a sales meeting, a VC meeting, a product innovation session but it’s a meeting where you need to influence the attendees in the room. How do you influence that audience? How do you pitch your idea? Social science research is always interesting. When...
by Ian Smith | Sep 19, 2013 | Sales Process
If you are in a hyper-growth state, growing at 25% to 250% per annum, you might be tempted to ignore the need for a solid sales process. Why bother? Life is good. Well in my experience it is essential you understand the “Why” you are growing. The internet...
by Ian Smith | Sep 8, 2013 | Sales - Farming, Sales Management, Sales Process, Sales Tips, Scaling
Last week the WSJ highlighted a fascinating study published by The Boston Consulting Group (BCG). The study claimed: Adjusted for productivity, US average labor costs by 2015 will beat Japan by 18%, Germany 34% and France 35%. It details how declining energy...
