Commercial Teams boost Profits With Professional Processes

Processes, systems, and re-engineering are very familiar concepts to most organisations. For example, if you think of the manufacturing industry; defined and structured procedures ensure profitable operations in plants or warehouses - nothing is left to chance. It is all the more surprising that 70% of UK businesses still don’t have a professional approach for their salesforce. Given that sales are a critical driver for business success, relying on the luck of individual sales reps and their managers shouldn’t be an option.

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Topics
Sales Planning Sales Process growth

Be the first person a decision maker calls

Have you heard of the “Window of Dissatisfaction[1]”? According to Forrester Research, you can sell with a closing rate of 74% during this period. In this article you will learn why this concept is so powerful and how you can make use of it to increase your success.

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sales tips Sales Planning Sales Process growth

Boost Revenue with Cross- and Upselling – 5 ways to get it right

The number 1 difference between Top Performers and the Rest is the ability to maximise sales at existing accounts. Cross- and up-selling* tactics are undoubtedly highly effective and yet few organisations have them incorporated.

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sales tips Sales Process

C-Level selling – CEOs They're not as scary as you think!

 

C-Level selling and approaching CEO’s or Managing Directors in a sales capacity is often considered a daunting and futile task. I’ve found there is a preconceived notion that a CEO is often too busy or is simply too high profile to respond to a ‘minnow’ in the sales profession.

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sales tips Sales Process

How to improve your sales process in 2016

It’s the end of the year, time to evaluate this year’s sales performance. But it is also time to plan ahead and think about your sales process in 2016. Jake Spence, durhamlane’s Sales Operations Director, wants to share a few thoughts that can benefit your business considerably.

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Topics
sales performance Sales Process growth