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“Would You Like Fries With That?”

By / / Blog, Sales Process Maps, Sales Skills, sales-process-map, Selling Better, Solution Selling, Up-selling & Cross Selling

In 30 seconds

Upselling is not merely about increasing a customer’s bill; it’s about adding value by offering complementary products or services that enhance the primary purchase. When done correctly, it addresses the customer’s specific situation, improves the overall deal, and strengthens customer relationships. Successful upselling requires a deep understanding of the customer’s needs and should be integrated into the sales process, not treated as an afterthought. The key is to present upsell options as part of the overall solution, making it a natural extension of the sales conversation.

In 2 minutes

Upselling is a classic sales technique used to add items to …

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Humans at the Centre of Buying & Selling

By / / Blog, Buying, Customer experience, Customer Service, Human-centred, Sales Process Maps, Sales Trends, sales-process-map

Sales Trend 10 of the Barrett 12 Sales Trends Report for 2023 is about the importance of designing human-centred buying-selling-servicing processes.

In 30 seconds

Buying-selling-servicing processes are the collection of interactions that take place between buyers and sellers. In B2B, these processes often lack structure, relying on personalities rather than procedures, risking client retention. B2C giants prioritise digital channels, often neglecting the customer experience.

To address these issues, businesses are embracing human-centred engagement and design. They seek to create less stressful, more meaningful interactions that consider ease and meaning for customers. The Net Easy Score (NES) measures interaction simplicity, while human-centred design focuses on understanding people’s needs and motivations.

These approaches shift away from rigid processes, emphasising human interactions, and balancing digital and in-person engagement.

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What Sales Mapping Projects Can Reveal

By / / Blog, Business Growth, Leadership, Sales Leadership, Sales Process Maps, sales-process-map, Uncategorized

In 30 seconds

Sales process mapping is essential for delivering sales strategies and setting quality standards for sales and service teams. Beyond its known benefits, it uncovers valuable insights. For instance, one company’s overly strict credit department rejected many good deals, only revealed through mapping. Another organisation’s convoluted client engagement process led to internal conflicts and client dissatisfaction, causing 50% of new clients to leave within a few months of being onboarded. Such information is invaluable to leadership for transformation. Openness to challenging findings is key. Sales and service processes, being deeply human experiences, require assessment, mapping, alignment with business goals, …

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From Personality Cults to Sales Process Maps: Rethinking Sales Success

By / / Blog, Sales performance, Sales Process Maps, Sales Results, sales-process-map, Success

In 30 seconds

Sales success has long been built around personalities, leaving new salespeople to emulate revered individuals without much success. A well-defined sales process is a quicker and more effective way to get new hires up to speed. A sales process map outlines the steps, activities, tasks, and behaviours of how your business sells and services. By incorporating the best practices of your top salespeople and aligning them with your sales strategy, you empower new hires to adopt and make the process their own. This approach allows them to observe successful salespeople applying the process, assess their own competence, and …

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How a Sales Process helps your sales team sell better, faster

By / / Blog, Role Clarity, Sales Process Maps, Sales Tips, sales-process-map

Blog Podcast

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The most current and effective iteration of the modern sales profession has been around for the last 15-20 years i.e. client centric solution selling, and yet, most salespeople still learn how to sell by default, not design.

The perpetual whinging by various CEOs and sales leaders of ‘Why can’t my average sales performers be like my top performers?’ or ‘It takes too long to get my new …

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Selling Better, Faster – Total Sales Team Turnaround

By / / Case study, Optimism, Sales Benchmarking, Sales Consulting, Sales Driven Organisations, Sales Leadership, Sales Management, Sales performance, Sales Results, Sales Strategy, Sales Training, sales-process-map, Selling Better, Strategy, Success, Systems Thinking

I’m feeling elated and vindicated yet again.

I’m feeling very optimistic about the future of sales systems and sales stewardship.

Two weeks ago I sat down with a very large key B2B client of ours to do a two year retrospective on their Selling Better Project. Considering where we started with this Executive General Manager  discussing his major issues, concerns, ideas and opportunities around their lack of sales strategy, sales operational framework and sales processes, the lack of stewardship and coordinated discipline within the national sales team, the turnaround and results have been thrilling on many levels:

  • Sales are up 8% and steadily …

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Selling Better, Faster using Real Time Sales Education

By / / Coaching, Collaboration, Customer Service, Education in Sales, Environment & Sustainability, Optimism, Sales Coaching, Sales Driven Organisations, Sales performance, Sales Results, Sales Skills, Sales Training, sales-process-map, Selling Better, Solution Selling

I’m feeling elated.

I’m feeling vindicated.

I’m feeling very optimistic about the future of sales education and sales mastery.

Three weeks ago we started working with and coaching a telesales team of 9 people based in regional NSW.

Week one post the first session, sales had already started to improve and by week three, this sales team had their best sales week ever. The sales leader revealed this in the session we had this week and attributed it to the training we are doing.

Now that’s something to be optimistic about.

How did we do this?

Our focus was to help them sell better, faster using real …

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