24 docs tagged with "Sales"

The biggest weakness is not being able to own up to weakness.

The Chief Commercial Officer (CCO) is responsible for the commercial success of the company.

This workflow focuses on managing customers throughout their entire lifecycle, from acquisition to retention and upselling. The workflow can include:

Matrices | Pictures | Trends

How to run a JTBD Interview.

JTBD analysis in an essential method for driving marketing strategy and guiding sales conversations.

Create a standardised method to link customer JTBD Stories to cashflow statement to quality projections.

Develop strategies for increasing sales with a focus on capturing and managing leads and contacts from various sources, such as website forms, trade shows, or social media.

Lead qualification workflows help ensure that only promising leads move further down the sales funnel. The workflow steps can be as follows:

The pain of losing feels twice much worse than the pleasure of gaining.

Matrices | Mind Map | Trends

Never split the difference.

The psychology of persuasion.

Pitch deck best practices.

Reciprocity bias describes the impulse to reciprocate actions others have done towards us. The desire to return favours, pay back debts and treat others well could have been a decisive evolutionary advantage for humans as it engenders cooperation. However, reciprocity bias can also work in reverse — in response to unfriendly actions, people will deliver back other unfriendly actions!

The best idea does not win, the best story does. If you want to sell you need understand human nature and retell stories better than you heard them.

Sales and Marketing documents.

What gets measured gets improved, but remember the map is not the terrain. An indicator is a signal that attention is required, you still need to think before acting.

What is your differentiator of value?

Automate as much as possible to focus on building relationships deeply anchored in trust.

Hire a person that can sell the dream internally and externally.

Establish a need by asking questions.