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Good Selling Checklist: Activities and Competencies

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There is a continuum of different B2B business models – from luminary consultants to commodity products – and each model needs to have a distinct structure for marketing and sales.  Before we assess sales team readiness, we begin by ensuring that the right revenue architecture (the product and process of marketing and sales) is in place and aligned with the target business architecture.

For businesses with a complex, solution sale or consulting sale, there are sales effectiveness attributes that we look for. Below, we’ve outlined competencies, activities, and attributes for good selling. Sales executives, client managers and account reps that sell complex products, business solutions or consultative services should possess the following:

Sherwin’s 10 Deadly Sins of Sales

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signpost of deadly sins

In the course of my three decades in sales leadership roles at large enterprises, early stage growth companies and in my management consulting practice, I have witnessed and corrected many bad sales practices. These practices, if not course corrected, would lead to zero sales. When they numbered an even ten, they became Sherwin’s 10 Deadly Sins of Sales. Out of the office with senior executives, I would recount them to their great amusement.

 

Here they are! Enjoy!

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