by Ian Smith | Dec 17, 2018 | Sales Tips
Marketing teams have the skills and knowledge to add great value to their sales teams but often don’t. Whether a sales role is business development, focused on opening up markets, or myopically trained on a few strategic accounts, there is great insight to be...
by Ian Smith | Jan 8, 2018 | Sales Tips
We see a lot of sales decks in our work with clients. These remain an effective selling tool as part of a diagnostic selling process but they need to follow some golden rules to achieve their objectives. Too often they follow a similar path of story telling about you!...
by Ian Smith | Apr 17, 2017 | Sales Tips
I met Jeff Thull, a leading thinker in sales strategy many years ago when I brought him into Teamstudio, to create a robust sales process. I’ve tweaked his Diagnostic Sales process many times since then, and embedded it into several businesses that I’ve helped manage....
by Ian Smith | Feb 6, 2017 | Sales Management, Sales Process, Sales Tips
Investing in a CRM System will fail unless you teach your sales team a system for communicating with your prospects and customers. The system is really quite simple and it falls into three distinct buckets. 3 Big Buckets Product and Service Knowledge Customer, Markets...
by Ian Smith | Jun 28, 2016 | Sales Tips
Businesses either have too many sales or not enough. Take WeVeel, a Morrisville, PA based business, it sells the Scentos brand of scented markers, paint and other toys for children. It was ranked #500 on the Inc. 500 last year, with a three year growth of 913% at...
by Ian Smith | Aug 17, 2015 | Sales Process, Sales Tips
The most precious commodity a sales professional enjoys is time! Where you choose to spend that time is the difference between success and failure. Your sales process (I use Prime – Diagnostic Questions) should demand that you understand the value proposition you...
