The Fatal Flaw in your Sales Process

by Adrian Davis for ARPEDIO Sales Academy | (Jun 8, 2018) |

Most sales leaders strive to document and refine their sales process in order to provide direction to their sales team.  Once this is done, the documented process becomes a problem.

Salespeople, who are usually mavericks by nature, tend to push back on and pay lip service to adoption. Furthermore, the process never seems quite right, and most importantly, prospects don’t cooperate. This is because when we think of a sales process, we tend to think linearly. This is reflected in most sales funnels. As a deal progresses from one stage to the next, why is there an automatic assumption that the probability for success goes up? If three different companies are strenuously pursuing the same opportunity and all three move it to proposal stage, does it make sense for all three to report that the probability for success has just increased? It’s a zero sum game and only one, if any, will win the deal! That means when the deal goes to proposal stage, the probability for success just went down significantly for at least two of the three.

How Well Do You Know Your Biggest Customers?

by Jakob Soderberg | (May 31, 2018) | Intelligent Deal Management, Sales Management, Sales professionals

Anyone who ever tried completing a marathon or another physical challenge knows the feeling of focused training, the importance of hard disciplined work, the urge to "give up", exhaustion beyond what is good you, and above all the enormous sense of relief and invincibility (at least on a psychological level).

The Difference Between a Sales Forecast and a Sales Pipeline

by Jakob Soderberg | (May 31, 2018) | sales pipeline management

Every successful organization knows how to communicate in a way that leaves no room for individual interpretation. 

How To Focus On What is Essential In Complex Selling

by Jakob Soderberg | (May 16, 2018) |

An article by Greg McKeown of Quartz.com describes why Bill Gates and Warren Buffett are so succesful

Their answer to the question: What is the most important reason to your success? Focus! 

Same metric applies when it comes to complex selling. But how do you figure out what exactly to focus on? 

It's no secret that when it comes to complex selling and managing sales opportunities there are, what seems like a million things to focus on. Determining which of all the moving parts to focus on is a daunting task.

That is why we created ARPEDIO...

The End Of Solution Sales - Meet The Challenger Sale

by Jakob Soderberg | (May 16, 2018) |

We wan't our site to be a great place to learn about selling and sales management. When we find great content from other sources than ours, we will share it with you here. That way, there is just one great place for you to visit, when you are looking for sales inspiration and learning tools.

At ARPEDIO we embrace The Challenger Sale methodology.

One of the articles from CEB describes how Solution Sales has come to an end. 

Analyse Your Customer Pipeline Like Financial Reports

by Jakob Soderberg | (May 16, 2018) | Sales Management, Pipeline Management, sales pipeline management

How do you measure and assess the quality of your sales pipeline?

Your customer pipeline should be measured and assessed with the same amount of gravity as your financial reports. In order to comply with various legislation and governance, companies need to investigate and report on a number of areas of their business. Often with the help of external advisors (audit firms) and with the support from special internal departments (controlling).

The Secret to Motivate your Sales Resources (and other employees)

by Jakob Soderberg | (May 15, 2018) |

In Sales, finding, recruiting and retaining the right sales resources is a struggle! Every Sales Leader will acknowledge this as an undisputable fact. 

Companies spend vast amounts in this field - only to make the same mistake over and over again when it comes to employee satisfaction. 

Selling is not (only) about relationships

by Jakob Soderberg | (May 15, 2018) | Sales Management, Sales Best Practice, Key Account Management

Recently Matthew Dixon and Brent Adamson of CEB wrote this article on Harvard Business Review describing the 5 archetypes of selling personalities. (Click right here to read the full article). The conclusion was that relationship builders are not the top performers among sales professionals.

Complex Sales Glossary - 50+ terms you should know!

by Jakob Soderberg | (Jun 21, 2016) |

Perhaps you are new in the Comples Sales game, or perhaps you are a seasoned wolf? In either case an introduction or repetition of general and often used expressions can be helpful: 

ABC

"Always Be Closing." An antiquated sales strategy that basically says everything a sales rep does throughout the sales process is in pursuit toward the singular goal of closing a deal. The implication is that, if a sales rep doesn't close the deal, then everything they did regarding that opportunity was a failure. 

The C-Suite should be your most receptive audience

by Adrian Davis on Saleforce.com Blog | (Jun 8, 2016) |

Most traditional sales methodologies have some element of “selling to power”, and that’s often associated with the C-Suite. But these C-Level executives, according to the experiences of many sales people, are notoriously hard to reach (and, by the way, unlikely to ever talk to you again if you do manage to get through and then treat them to the joys of your boring old product pitch).

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