The Boxxstep Blog
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 use Relationship Mapping for key accounts and opportunities?
What is a key account? That's easy. It's any account you decide is key to you and your business. It's 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...
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 to...
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,...
The challenges of navigating the buyer committee
One of the biggest challenges for salespeople today is the number of contacts they have to identify and engage with. Whether you call it the buyer committee, the buyer group or decision-making unit it’s a growing number of people involved in the deciding and buying...
Know your customers buying process
Every sales team is looking at what they can do to meet and hopefully exceed their numbers. The purpose of this blog is to share a lesser known idea with you on how you can improve your sales results. But before we get to it let’s put some context around why the idea...