Can a Sales Process Help Sell Value?

Can a Sales Process Help Sell Value?

Discounting and selling in bad economic times seem to go hand in hand, and they shouldn’t. Selling value is the way to avoid discounting. The mindset of the salesperson plays a role. Here’s another way to help sellers avoid discounting and sell value – A repeatable sales process.

Not only does following one provide a roadmap for the salesperson to know where to go in a sales conversation, which our data indicates can increase closed business by up to 15%, but it also enables sellers to more consistently sell value, thus not feeling the urge to discount. Let me show you […]

White Paper: Effective Sales Process Execution

Produced by Membrain, this white paper shows that despite the hundreds of billions of dollars invested in sales teams, sales effectiveness has been falling throughout that same period, to a current near-record low (as of this writing) to just over 40%. Meanwhile, process adoption is down, CRM adoption is declining, and customer relationships are deteriorating.  This white paper is a practical guide for mapping your sales process to get your team back on track.

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Sales Leaders: The Next Step is Most Important in the Sales Process

Sales Leaders: The Next Step is Most Important in the Sales Process

I was working with a sales team last week that we have been working with for just a few months. They have, on the whole, a pretty strong group of salespeople. We were discussing certain deals in their pipeline and where they were in the process. Many of the conversations were similar. “They really liked what we had. They need to talk to their boss and then they are supposed to call me back tomorrow.” Or worse, “They were supposed to call me back last Wednesday and I have called, but they don’t call me back.”

There are two common flaws […]

Implementing a Sales Process: 4 Classic Mistakes to Avoid

Implementing a Sales Process: 4 Classic Mistakes to Avoid

Written by Frédéric Lucas. This was originally posted by our OMG Partner affiliate in Canada, Prima Ressource and has been translated from French.

The sales process is the backbone of a company’s sales operations.

In this article, we describe the mistakes made by sales managers in the implementation of the sales process. So it is assumed that the company has defined a procedure for formal and structured sales.

Mistake # 1: The sales process is not integrated with CRM

Even an effective and well-structured sales process is useless if its steps are not integrated into your CRM (Customer Relationship Management). Without this integration, your […]

Boost Profits Press Release


February 1, 2021


Gretchen Gordon, CEO • 614-641-0600

New Business Focuses on Maximizing Sales ROI
Area businesses join forces to form ‘Boost Profits’

COLUMBUS, OH – Boost Profits is a newly created sales and pricing consultancy formed to help client companies generate more sales, with higher prices to improve profits. The company, owned by CEO Gretchen Gordon and President Casey Brown, seeks to holistically transform sales organizations into highly functional, efficient teams that sell more while getting paid for the excellence they deliver.

“Our core focus is to save the world one sales team at a time,” said Gordon, who previously owned Braveheart […]

Three Steps to Improved Negotiation and Sales Success

Three Steps to Improved Negotiation and Sales Success

What happens when a salesperson isn’t an effective negotiator? Often, they simply write a proposal.

I’ve observed it happen many times. Somehow the salesperson thinks that if they put the information in writing the prospect will buy.

The truth is that a proposal should really be a confirmation of what has already been agreed to, or has been determined that the prospect wants, needs, and is interested in buying. These factors must first be understood before creating a proposal.

Effective Negotiations

So how can a salesperson become an effective negotiator and understand these factors? Well, an effective negotiator is really just a skilled communicator. […]

What You Must Know Before Changing the Sales Compensation Plan

What You Must Know Before Changing the Sales Compensation Plan

2021 (thankfully) is weeks away. The end of the year is when many leaders tend to consider transforming their sales compensation plan since a new year equals making a fresh start. If you are a leader contemplating changes, I would suggest that a real purpose be at the core of any new compensation plan. The plan should be designed to incent individuals to perform the way leadership desires in support of the company’s goals.

But to effectively do that one must understand the concepts of motivation.

From the Merriam Webster dictionary, the word motivate is defined as: to provide with a motive: impel. […]

The 5 Requirements to Maximize ROI on Sales Training

The 5 Requirements to Maximize ROI on Sales Training

It shouldn’t be surprising that we spend a lot of time training sales teams and coaching the sales team leaders. Our experience doing it for clients provides much insight into how to get maximum benefit from this kind of help. Here are five elements that must be considered before any money is spent on sales training.

Can sales training be embedded into a repeatable selling system and process within your CRM? Teaching and training won’t stick for most people unless it is embedded in the system they use on an ongoing basis. Asking the right questions and employing the newly learned […]

Build A Great (Not Just Good) Sales Team

Build A Great (Not Just Good) Sales Team

Last article, I mentioned I’ve been re-reading “Good to Great” by Jim Collins. Continuing with the theme of how the book can apply to sales organizations, I am fascinated by the data around the 11 “good to great” companies Collins’ research team studied as they determined what made the great ones so great.

Hire for the Who and the Team

In chapter two (I’m reading the book slowly to really absorb all the detail this time), there is a focus on company leaders and the executive teams they built. The great companies hired the best they could hire and gave them the […]

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Nevermind the “New Norm” – The Unexpected Way You’re Putting Yourself Out of Business.

Learn How to Save Your Business
from Margin Destruction

We’re all painfully aware that the selling world has changed. Even before the pandemic and resulting recession, forces were already working against your sales team: commoditization, consensus decision making, and inability to access decision makers early in the buying process.

With the pandemic and everything else that has happened since the beginning of 2020, salespeople are more desperate and scared than ever, resorting to panicky selling and discounting tactics that destroy brand, price integrity, margin, […]