Mike Ehrensberger

Next-Generation SFA Tools: Scoring Versus Scorekeeping

A major appeal of SFA and CRM applications is their ability to store vast amounts of historical information. Essentially they are a repository for "what happened". If people are vigilant about entering data on a timely basis, these applications can answer a myriad of...

Fish or Cut Bait? Win-Lose Sales Metrics Can Help

One of our customers, a high-technology software company with a relatively long sales cycle, once decided to stop pursuing a prospect after 90 days in the game. The effort needed to win the business was significant, and the sales team deemed the risk and...

Your Last Customer Is More Important Than Your Next Customer!

Many sales people can't spend enough time or effort with a prospect when they are chasing their business, but woe to that prospect once they become a customer. The growing norm of prospect attention and customer inattention is counter to the concept of customer...

Sales Call Plan: Sample Questions

In my last blog, I suggested that THE key characteristic of great sales professionals is their ability to ask the right question, to the right person, at the right time. The reason that questioning is so important is that it is the sales...

Key Characteristic of Great Sales Professionals

People often asked me what I look for when recruiting sales professionals. The answer is very simple – I recruit professionals who are better at asking questions than answering questions! Professionals who probe and diagnose before they prescribe. I like to refer to sales professionals...

Win Scoring Metrics–A Sample

How often have you been asked by executive management "What's the probability that you will win this deal?" and maybe even more important "What is the probability that you will win this deal as forecasted?" Unless there is a consistent set of metrics used...

Sales Stage Workflow–A Sample

Sales stage workflow reflects the best sales practices of a company's sales "rainmakers". It identifies both the major stages of the sales cycle and the activities that need to be accomplished within each stage; i.e., the sales process. Often a company will identify multiple...

Common Sales Vocabulary

A common sales language must be a part of a formal sales process and methodology, and should be defined in a glossary of sales terms. Doing so crystallizes and defines the meaning of key words used throughout the sales organization and eliminates confusion within...

Sales Process

Need-to-sell versus need-to-buy Early in my career, I called on someone I thought of as a cantankerous senior Vice President. He was Vice President of Application Development for a major retail chain. After several meetings that were tense and adversarial, I asked him why he...

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