Category Archives: Sales

Sales Hasn’t Changed

Posted on March 28, 2013 by don.gray@salesengineeringgroup.com

I hear much discussion about how sales has changed. There is a new paradigm out there. Buyers are different. They have more knowledge. They are smarter. They enter the buying process farther down the selling process. I hear that sales … Continue reading →

Posted in Marketing, Sales | Tagged Buyer Alignment, Buying Process, Consultative Selling, Sales, sales forecasting, Sales Management, sales process, Selling, Solution Selling, Value Positioning | Leave a comment

Aligning your selling with the prospects buying process

Posted on March 24, 2013 by don.gray@salesengineeringgroup.com

Blog Response to “How B2B Social Sellers Align With Their Buyers – fm SmartBrief Online I have been an advocate for years that what governs our selling is not our sales process but rather the customer’s buying process. I reviewed … Continue reading →

Posted in Sales | Tagged Buyer Alignment, Buying Process, Consultative Selling, Sales, sales forecasting, sales process, Solution Selling | Leave a comment

How to ensure success when transfroming your sales team

Posted on February 20, 2013 by don.gray@salesengineeringgroup.com

This is an excellent article that defines how to ensure that you transform your sales team into the selling approach you want. Transformation must be lead from the top. It must be practiced from the top. And it must be … Continue reading →

Posted in Entrepreneurship, Sales | Tagged Leadership, management, Sales, Sales Leadership, Sales Management, sales process, Sales Training, Sales Transformation, Training | Leave a comment

How to Drive Predictable Sales Results

Posted on February 19, 2013 by don.gray@salesengineeringgroup.com

Over the many years that I have been in the sales world, I have learned that there are three things that, when put together effectively, can drive very predictable sales results. Many sales leaders that I talk with can’t believe … Continue reading →

Posted in Entrepreneurship, Marketing, Sales | Tagged Buying Process, Customer Value, Predictable Results, reliable sales forecastiong, Sales, Sales Forecast, sales process, value | Leave a comment

Connecting Marketing and Sales for improved revenue performance

Posted on January 16, 2013 by don.gray@salesengineeringgroup.com

Getting marketing and Sales to work well together will probably be a challenge forever but some organizations are making serious progress at overcoming this traditional roadblock. The article in the link shown below offers three good suggestions on how to … Continue reading →

Posted in Marketing, Sales | Tagged Business Development, Business Leadership, Marketing, Marketing Management, Revenue Development, Sales, Sales Mangement | Leave a comment

Building a funnel for both marketing and sales lead development

Posted on November 1, 2012 by don.gray@salesengineeringgroup.com

Lead development is still a very big topic. With the new automation levels with tools and the web and all, it is still critical to define what a lead is. With the automation not only of e-blasting for lead development … Continue reading →