Tag Archives: sales mapping

Want more enterprise technology sales? Document your sales process

Hazel Butters/ February 1, 2018/ Sales, Sales mapping/ 0 comments

On a basic level sales is simple: identify a problem you solve, find people with that problem (and money), work with them and solve their problem, collect payment. Simple eh? In the real world this journey is less simple. Especially if you sell a complex B2B product, such as technology. When selling enterprise technology you need to sell business impact

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To demo, or not to demo, that is the sales question

Hazel Butters/ July 5, 2017/ Sales, Technology/ 0 comments

  When working on sales mapping with technology businesses, we frequently find a common ‘slow point’ within the sales process: the sales demo. If you sell a technical product, you need to give the prospect an initial “glimpse under the hood” but you don’t want to make it so self-serving that even getting prospects to agree and engage becomes a sales bottleneck.

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