VISABILITY – Being seen in the right way by the right people CREDABILITY – Having superior knowledge and success VIABILITY – A solution that fits both needs and readiness CAPABILITY – Delivering on what the customer bought RELIABILITY – Being accountable “when” things go...
Great sales execution requires complex problem solving and focused actions. The purpose of a sales methodology is to reduce the complexity in problem solving and to sharpen our focus so that we choose the best next actions that most quickly, get us to the close. The...
Identifying and acting on the right selling actions that get customers to buy from us, is hard work. However, why customers buy from us, versus our competition, is actually a simple set of reasons. When we base our sales plans on the reasons customers buy...
Since I started The Five Abilities™, people ask me how my sales methodology is different from the many well-known models. My answer: ...
Bing or Google the phrase “dynamic sales plan” and many definitions come back so I thought I’d offer mine. A dynamic sales plan is a continuously edited tool, that keeps daily sales actions focused on the things that will most contribute to winning....
The winning result is getting the sale, which is easily measured. It’s a contract, a payment, a phone call, etc., that says you’ve won the business. That’s an easy thing to articulate and measure, in any sales situation. The hard part is to be able...
Sales people and teams, as with many business disciplines, have demands on their time that exceed the time they have. As with any discipline it’s helpful to have a way to prioritize your actions and within sales, your time has to be focused on moving...
