Sales Effectiveness Blog

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How a Defined Sales Process Benefits Your Business

A defined sales process has consistent steps that align the way you sell with the way your buyers buy. Requiring your reps to make X number of calls a day is not a sales process. Outlining the fields that need to be entered in Salesforce isn't a process either.

Rather, when you define the specific activities that move a prospect through the buying process, your team is able to improve deal velocity and consistently qualify opportunities. 

If you don't have a defined sales process, here are four reasons why you should take immediate action for your sales organization. 

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4 Tips for Finding the Root Cause of Your Sales Team's Struggles

Putting a band-aid on a problem with your sales team only delays its evolution. If you want to drive true sales transformation and create real sales impact, you need to identify the root cause of your team's struggles. (Hint: it's not likely that they simply need to make more calls.)

We've worked with sales organizations for years and in our experience, the primary root issues that negatively impact most sales teams fit into a few common categories. Here are four areas that we see most often and may help you identify the root cause of your team's struggles: 

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How to Develop a Stronger Sales Messaging Strategy

It's tough to charge a premium for the service or product you're selling, if you don't align it to the needs of your buyer. A strong sales messaging strategy is built on a sales team that clearly understands how to articulate value and differentiation in a way that has meaning to the buyer.

If your organization is plagued with low average deal size and long sales cycles, you likely need a stronger sales messaging strategy.

Here are some key action steps your team can take to develop a stronger sales messaging strategy. 

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The Value of Knowing When to Walk Away

Salespeople are competitive. They hate to lose. Giving up or walking away from a potential deal is not in the salesperson's DNA. However, part of being a great salesperson is knowing when to walk away from a potential opportunity. 

It may seem counterintuitive, but knowing when to walk away from a sale is just as important to your sales strategy as executing the prime opportunities.

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Tips for Shortening Your Sales Cycles

When you're in a race, your speed doesn't depend on how many bicycles you have but on how quickly you're able to pedal the one that you're on. The same applies to your sales cycle.

Organizations that are able to shorten their sales cycles are able to work more efficiently moving through more opportunities in a quarter. If you think your organization could benefit from shorter sales cycles, here are five areas where you may want to put your focus: 

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3 Tips for Building Stronger Relationships with Your Customers


Relationship building has become one of the most important facets of any business's sales strategy. Your relationships with your clients or customers can provide the needed advantage that helps differentiate you from your biggest competitors.

Try the following tactics to build stronger relationships with your customers and to create a business that is known for its ability to form long-lasting relationships.