Babette Ten Haken

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You are here: Home / Archives for sales process

Business Culture and Sales Shortcuts

August 20, 2015 by Babette Ten Haken Leave a Comment

Understanding your customer’s corporate business culture is an important, and often over-looked, variable that impacts your sales process. Develop the ability to “read” the dynamics of your customer’s business culture. Enhance your sales productivity and win rate. Consider your usual process for learning about customers. “Checking out” the company website is not sufficient. Website verbiage… [Continue Reading]

Filed Under: Collaboration And Convergence, Human Capital & Industrial IoT Workforce, Professional Development Tagged With: business, business culture, customers, sales process, sales process shortcuts

3 Tips for Innovative Customer Acquisition

January 30, 2014 by Babette Ten Haken Leave a Comment

Acquiring new business is the goal of every sales team. Yes, there is a sales process. Yes, there is your corporate culture’s “system.” Yes, there are sales tools, like your CRM system, from which your sales process is enabled . Just “what” that goal ends up looking like, however, can be extremely variable in spite of… [Continue Reading]

Filed Under: Human Capital & Industrial IoT Workforce, Professional Development Tagged With: sales innovator, sales methods, sales process, sales team

Tell Me What to Do and I’ll Do It

January 29, 2014 by Babette Ten Haken Leave a Comment

Do any of you know anyone like that? Life is prescriptive for them.  These folks feel compelled to follow a process – someone else’s magic formula. If they follow all the steps in the order prescribed, voila! They will be successful. If they follow all of the steps in the order prescribed and they don’t… [Continue Reading]

Filed Under: Collaboration And Convergence, Human Capital & Industrial IoT Workforce Tagged With: sales, sales methods, sales process, selling curve

Why Be Comfortable when You Can Be BOLD?

December 23, 2013 by Babette Ten Haken Leave a Comment

Renown B2C sales speaker, coach and author, Jeff Shore, has written an intriguing new book: Be BOLD and Win the Sale, available January 2014. The book made me go “Aha!” Why am I so keen on Jeff Shore’s book? Being bold is about having the poise, confidence and determination to maximize your performance levels. That… [Continue Reading]

Filed Under: Collaboration And Convergence, Trending Book Reviews Tagged With: Be BOLD and Win the Sale, Jeff Shore, sales discomforts, sales process, selling

What’s Your Sales Bandwidth?

September 5, 2013 by Babette Ten Haken Leave a Comment

You have a sales bandwidth. Your sales bandwidth is determined by how comfortable you are with the sales process. Regardless of whether you are a technical professional or a salesperson, there is a breadth and depth to the types of transactional conversations you are able to have. Your sales bandwidth makes you receptive or fearful… [Continue Reading]

Filed Under: Collaboration And Convergence, Customer Experience, Success, Loyalty, Retention, Professional Development Tagged With: business development, sales, sales bandwidth, sales process, salesperson, technical professional

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