.
Sales Process Management &
Structured Selling Methodologies
Before we even begin a discussion of Sales Process Management, I
urge you to immediately purchase and read the following book:
It will probably surprise you to learn that the fundamental concepts of
structured selling methodologies were developed in 1886! Reviewing the
history of these methods, excellently reviewed in part one of this great
little book, will help you make a wiser decision for choosing your own
methodology today!
Many of you folks call to ask me which structured selling methodology is
best. There you go again, looking for easy answers! They each have their
strengths and the key is to find the one that fits best with your situation.
In the following list, my goal is to introduce you to each company. Similar
to the In-Depth Reviews found elsewhere on this web site, I have asked each
company to tell us the origin of their approach and precisely what they
think their strong points are. Since software is frequently the key to the
success of these projects, I will also verify which CRM solutions support
each selling system.
Free Mind Mapping Software
"FreeMind," a free mind mapping software program that rivals the
functionality of programs costing $200 or more, can be a useful tool when
trying to understand your sales process.
See: http://freemind.sourceforge.net
Rich's Recommended Web Sites
High Probability® Selling
High Probability Sales Training Teaches You to Find, Identify, and Sell
to the People Most Likely to Buy Your Products and Services
http://www.highprobsell.com/
Infoteam Sales Process Consulting AG
You will find some interesting case studies here:
http://www.infoteam-consulting.com/en/
Here are two useful articles:
http://www.microsoft.com/technet/prodtechnol/mscrm/mscrm1/plan/04_sales.mspx
http://www.salesvantage.com/article/view.php?w=625
Rich's Recommended
Reading List
Buy these books from Amazon.com
Have a question about this topic?
Then please just email me your question! If the answer is short
& sweet, I will pop you back an answer. If the question requires further
research, I will look into it and post the reply on my blog,
AskRichBohn.com, to share with
others. As always, you can email me at
rich@sellmorenow.com !
Need help searching this site? Try this!
