Strategic Thinking has found its way into selling!

The role of being strategic in sales today. Strategic thinking & activity has found its way into mainstream sales techniques, approaches and activities. In fact a comparison of traditional sales activities often present in a typical sales pipeline or funnel to today’s strategic selling demonstrates a significant shift in where a sales person spends his or her time.   Traditional Sales Approaches Sales Activities/Stages Strategic Selling 30% Prospecting 20% 5% Needs Assessment 30% 20% Proposal/Quote 20% 40% Closing 10% 5% Relationships 20% 100% Total of Stages 100%   More...

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eBooks by Stryder Performance (Karl Hagglund)

Five eBooks by Stryder Performance are now for sale in 9 formats! These are great short reads that are concise and get to the point! They are chalked full of useful tips & techniques that everyone should read and use. Check them out at Smashwords! Great Reads!  ...

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How to shorten your sales cycle

  How can you shorten your sales cycle?   I get asked this question often especially by people who are in the service provider business. The conventional answers are all the same and true! To name a few… 1)    Have more qualified prospects in your sales funnel or pipeline. More prospects will lead to more sales and seem to shorten the cycle partly because you will always be closing. 2)    Be consistent and work every stage of the cycle. 3)    Plan your sales calls and closings 4)    Know your stuff! 5)    Make sure you are speaking to the right person! All these are true but...

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Strategic Thinking is for today’s Sales Professional!

  The Sales Professional of the Future is Needed Today! The Value of Strategic Thinking Sales training has focused on strategic selling as a technique and methodology to sell to executives and/or CEO’s. The message all too often is about how to sell by thinking strategically. A great message but it is not going far enough. The training is still focused on transactional activity…just masked as strategic selling. We still are not teaching sales professionals to truly think strategically. A quick acid test is to ask a sales person, “What are you doing differently today...

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Return on Investment in Sales

Selling using return on investment or “ROI”! Sell on the ROI benefit of your service or product! Many sales people are so afraid of price, costs, and the dreaded investment expense of their service and/or product. I say go there and go there early. Sell the ROI or return on investment of your service and/or product. At the appropriate time I will say… “If I can demonstrate a return on investment of 3-to-6 months or a savings of $50,000 dollars on a $5,000 investment would you be interested in my service?” What do you think the answer is on a qualified prospect...

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