What’s stopping us from closing the sales we should be closing? What’s causing us to lose prospects that need our solution? Why is the sales cycle so long? Why do we close less than 10% of our prospects?
Morgen contends it’s the sales model itself. In this disturbing, insightful book, Morgen introduces us to the behind-the-scenes world of the buyer: the culture, the system, the decisions, and the change management issues that need to be addressed before buyers can buy. The sales model has never taught us how to manage these off-line issues, and so we sit and wait until buyers do this on their own.
Now, in Dirty Little Secrets, we discover what’s going on and how we can help. Caution: if you are not ready to add some new skills or new thinking to what you’re already doing, this book is not for you. But if you are a serious student of sales, and want to find more prospects and close faster, this book is a wonderful guide through change management and decision making. After you’ve read the book, you’ll know exactly what is going on in your buyer’s environment and how to help them.
Tuesday, November 10, 2009
Monday, November 9, 2009
Mark Smith of Ventana has this stuff figured out.. Companies should listen
See Mark Smiths, CEO Ventana Research below. Mark gathers his information from industry research, surveys and talking to the end users of SPM.
Organizations are now realizing the limits of what customer relationship management (CRM) and sales force automation (SFA) systems can do and that they need new applications to manage to expected outcomes.
The strong market demand for sales performance management software has shifted the focus to applications that can support the activities and processes associated with sales operations and performance....
We expect to see sales performance management become a top priority for sales and finance organizations that are looking reduce the risk and uncertainty around meeting their sales and financial performance targets.
For the thousands of sales organization still relying on silos of data, spreadsheets and e-mail to track and manage sales performance, the opportunity for improvement is significant. Ventana Research continues to advocate the importance of investment in sales performance management. We see the educational effort beginning to help organizations understand how to adopt a mature approach to sales effectiveness.
Organizations are now realizing the limits of what customer relationship management (CRM) and sales force automation (SFA) systems can do and that they need new applications to manage to expected outcomes.
The strong market demand for sales performance management software has shifted the focus to applications that can support the activities and processes associated with sales operations and performance....
We expect to see sales performance management become a top priority for sales and finance organizations that are looking reduce the risk and uncertainty around meeting their sales and financial performance targets.
For the thousands of sales organization still relying on silos of data, spreadsheets and e-mail to track and manage sales performance, the opportunity for improvement is significant. Ventana Research continues to advocate the importance of investment in sales performance management. We see the educational effort beginning to help organizations understand how to adopt a mature approach to sales effectiveness.
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