The Boxxstep Blog
Compelling reasons to use stakeholder mapping in sales
We were amazed and disappointed to read some disturbing research data from Gartner about sellers. Around 900 salespeople contributed to the research. 89% of them feel burned out and 54 % are actively looking for a new job. If this data is an accurate representation of...
It’s time to evolve your sales close plans
Before you misunderstand our thoughts let us make it clear it's not the principle of plans that we dislike, it's the term sales close plans. The term drives the purpose and intention of the plan creators - to close a deal. That's not a good thing, if anything in...
Key account relationship mapping tools
What is a key account? That’s easy. It’s any account you decide is key to you and your business. It doesn’t have to be a monster account that will generate millions, but of course they’re nice to have. A key account could be a single new business opportunity that...
Customer buying committee or a jury!
Which means that sellers need to up their game. The growth of the Buying Committee, Decision Making Unit or whatever you choose to call them has led to selling becoming far more about people strategy and management. The objective for sales teams is to convince a wider...
Don’t send buyers your sales crap
Be more customer focused they say. Help your customers on their buying journey they say. Provide content to guide them through the decision process they say. All great advice. What an opportunity for sales teams to stand out from the crowd. And what happens? Sales...
What is a real Sales Champion?
They seek 'em here, they seek 'em there, they seek 'em bloody everywhere. OK, we’re not talking about the Scarlett Pimpernel, we're talking about real sales champions as they can be just as elusive. An opportunity without a sales champion is an uphill struggle, or as...
Why should sales teams use Mutual Action Plan software?
The behaviours of many salespeople over the years have made buyers suspicious as to our intentions, and rightly so. Mutual Action Plans, Customer Success Plans, Joint Collaboration plans, it doesn’t matter what you call them they’re a way for sales teams...
Forecasting is not a problem in sales!
Forecasting has long been the millstone around every salesperson and sales leaders neck. I often jest that my beautiful shiney head is down to the many years of managing sales teams and their creative forecasts. The quality and accuracy of forecasting has advanced as...
The right buyer insights at the right time
Are you bombarding your prospects with lots of buyer insights, content and collateral? Of course you are as its part of every sales and marketing engagement. You believe that you need to give them as much positive information about your proposition as possible,...