In complex sales environments, the salesperson’s part is not limited to prospecting, qualifying and closing the sale; it involves a way wider span of skills including developing the solution, ...

The high-touch, enterprise sales process needs a lesson from design thinking: Align yourself around your customer’s journey, and develop tools and training that create a more consultative experience ...

"Design thinking," which is gaining traction in the business sector, is about allowing even the most traditional thinker to create fresh, inventive solutions to business challenges by leveraging an ...

Originally published by Jean-Marc BELLOT on LinkedIn: Common Mistakes in sales processes #6:- Asking the elephant keeper to organize the parade When one hears about sales process design, one of the ...

Every business goes through a similar series of steps to make a sale. Understanding how the sales process works will help you maintain a consistent approach to turning leads into customers.

Many sales cycles are stalled. Whether your team is selling print, services, direct mail, software, equipment, or products, the current situation has many sales cycles stuck and delayed. Your sales ...

Design Within Reach (DWR), a retailer selling furniture online and through a contract sales force, has been using Salesforce.com to enable employees to connect and collaborate, and will soon be using ...