Tag Archives: sales process

Marketing That Pays Off

Posted on March 23, 2015 by asechmentor@gmail.com

Spend what you must on marketing, don’t worry about wasting some money, and figure out how to close the prospects your marketing generates. Continue reading →

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Sales Hasn’t Changed

Posted on March 28, 2013 by don.gray@salesengineeringgroup.com

I hear much discussion about how sales has changed.  There is a new paradigm out there.  Buyers are different.  They have more knowledge.  They are smarter.  They enter the buying process farther down the selling process.  I hear that sales … Continue reading →

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Aligning your selling with the prospects buying process

Posted on March 24, 2013 by don.gray@salesengineeringgroup.com

Blog Response to “How B2B Social Sellers Align With Their Buyers – fm SmartBrief Online I have been an advocate for years that what governs our selling is not our sales process but rather the customer’s buying process. I reviewed … Continue reading →

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How to ensure success when transfroming your sales team

Posted on February 20, 2013 by don.gray@salesengineeringgroup.com

This is an excellent article that defines how to ensure that you transform your sales team into the selling approach you want. Transformation must be lead from the top. It must be practiced from the top. And it must be … Continue reading →

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How to Drive Predictable Sales Results

Posted on February 19, 2013 by don.gray@salesengineeringgroup.com

Over the many years that I have been in the sales world, I have learned that there are three things that, when put together effectively, can drive very predictable sales results. Many sales leaders that I talk with can’t believe … Continue reading →

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Sales Process: Help or Hindrance

Posted on August 15, 2012 by don.gray@salesengineeringgroup.com

I just finished reading Kendra Lee’s recent post on Sales Process: Help or Hindrance.   http://www.thevarguy.com/2012/08/01/sales-process-help-or-hindrance/ I found it interesting for several reasons, but I want to share my perspective in two areas.  While Kendra’s main focus is on sales process … Continue reading →

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Your Sales Responsibilities as a Small Business Owner

Posted on July 9, 2012 by don.gray@salesengineeringgroup.com

Small business sales challenges Recently I met with two business associates of mine whom I have known for a few years. The story that unfolded about their business and what they have decided to do about it is something that … Continue reading →

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How Not To Look Like A Sales Idiot As An Owner

Posted on February 7, 2012 by asechmentor@gmail.com

How to do a better job firing and hiring sales persons Continue reading →

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The Cause and Effect of Poor Sales Forecasting

Posted on January 12, 2012 by don.gray@salesengineeringgroup.com

What really causes a bad forecast? What is the impact to the business when you have a poor or unreliable forecast? I have found that the financial impact can be quite severe when forecasts are not reliable? How about you? … Continue reading →

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How’s Your Sales Veocity

Posted on October 31, 2011 by asechmentor@gmail.com

I recently commented on a blog by John Kenny about increasing sales velocity, especially in the fourth quarter, and I thought I’d expand on it here. 1. Normally, the fourth quarter isn’t the best for everyone. Businesses are just trying … Continue reading →

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