Sales Process Excellence: Increase Customer Value, Accelerate Your Sales Funnel, Grow Your Business

Webb, Michael J

ISBN 10: 0977107264 / ISBN 13: 9780977107261

Published by Sales Performance Consultants, Incorporated, 2014

New! This book is in the same immaculate condition as when it was published 1.5. Seller Inventory # 353-0977107264-new

Synopsis:

Process Excellence in a Way Salespeople Love?
Your products and services benefit customers. Your talented people solve customer’s problems daily. Your approaches to awareness, conversion, and retention make sense. You’ve updated training, coaching, automation, incentives, and more.
Still, your results are unsatisfactory.

Why Do B2B Sales Problems Persist?
Growth is slower than expected. Deals stall. Plans drift into “Whatever works.” New products, markets, websites, and sales approaches, are slow to launch.

As the sales leader, you struggle to combine art and science. You’ve seen production teams map processes to reduce variation and eliminate waste. Similarly, you’ve tried to standardize sales work and language. Yet salespeople don’t easily align to these goals. They don't appreciate the process.

Salesmanship is an applied art that involves luck and randomness. Opportunities, customers, sellers, and managers are unique. Salespeople decide on their own how to behave. This makes sales hard to manage, predict, and scale. If you suspect sales is different from manufacturing, you’re right!

Sales Process Excellence is a definitive textbook providing the foundations to integrate the art and science of sales. The first foundation is, “Beliefs cause behaviors, observations cause beliefs.”

For example, the observable characteristics of sales opportunities are your only clues to success. They cannot be taken for granted. Explicitly comparing their observations helps salespeople respectfully agree on facts. It helps them align their beliefs. This makes sales less subjective.

The second foundation is, “Value is created when customers take actions you want them to take.” Implicitly, salespeople know they must earn someone’s interest and trust if they are ever to earn their money. Observing and measuring these explicitly shows sales (as well as other functions) why and how their behavior needs to change.

This perspective is new. It reveals methodologies, tools, processes, and systems that distinguish value from waste. Most B2B companies approaching sales this way learn that - far from being allergic to process thinking - their sales teams are hungry for it. That energy continuously improves sales results.

Bibliographic Details

Title: Sales Process Excellence: Increase Customer ...
Publisher: Sales Performance Consultants, Incorporated
Publication Date: 2014
Binding: Soft cover
Condition: New