Digital Selling and Sales Training Journal

What is a sales cycle definition What is a sales cycle? Let us begin by explaining what is a sales cycle and why it is a critical component of any sales strategy. A sales cycle is a map that lays out the step-by-step process that salespeople will follow that maximizes the possibility of a sale.  They can be long (in enterprise sales a year is not unusual) or short (in transactional selling it can be less than 30 minutes). It is the roadmap for a salesperson as they undertake sales activity because it guides them along the path to reach their end destination. Most sales cycles are aligned to the buyer’s journey that a customer follows to buy a product. Understanding the Sales Cycle When sales activity is broken into steps, a business can gather information on where customers enter or leave the buying journey. The success of each step becomes

A Selling Definition In The Modern Sales Process A selling definition in the modern sales process could maybe be summed up in two words – “relationship building”.  Is selling today all about relationships? We know that selling is an exchange of one product or service for payment(money). The question is how do we create a selling definition that streamlines the modern sales process so that our efforts result in higher sales numbers and higher returns on our time investment. Today, Leaders, CEO’s and Sales Managers are painfully aware that the current environment makes growth difficult. In a world of “more” — more information, more choice and more people. The Digital era has facilitated the connection of more than 8 billion devices worldwide, altered areas such as access to information, value, skills, management, and started to change the nature of organizations, their reach, processes, and r

Sales Funnel - The Digital Sales Institute : The use of a sales funnel allows sales management and trainers to identify what sales activities are posing a challenge in the sales process. A sales funnel is the process a salesperson works to in order to convert prospects into qualified leads or sales. A typical sales funnel will have stages that each sales lead goes through. These funnel stages are based on the steps in the company’s sales process that the salesperson leads the customer through. Why use a Sales Funnel? By implementing and aligning sales activities to a sales funnel , sales management and trainers can identify which stages are posing challenges in the sales process. To also understand where individual salespeople are struggling to progress leads, for use in sales forecasting and measure conversions rates more accurately. The sales funnel should be used as a training and sales tool to give the sales team insights into their prospects or customer’s buying journ

Sales Process Steps : Sales Process Steps Mapping out thesales process steps is secondary to knowing what a sales process is, when it comes to acquiring, developing and maintaining customers. In the digitally influenced sales process, the goal is no longer so focused so much on giving pitches and pricing, but to offer value propositions personalized to each client. The modern sales process is void of any unnecessary complexity or obstacles in customer interaction. Sales Process Steps The term “sales process” usually refers to the series of steps a business has mapped out that gives it the best possible outcome to generate revenue with both new and existing customers. It could form part of the bigger sales playbook. It is different from company to company depending on their industry and complexity or pricing of the product. In a practical level, the sales process steps act as a prescriptive guide for salespeople to follow when engaging in sales prospecting, business