Sales Process Optimisation

Having a solid sales process is a lifeline to any small business, so it’s vital you get it right. But, for those not versed in sales, this act can be more difficult than it first seems.

Whether you’re looking to shorten your sales cycle, boost conversion rates, or simply understand your customers better, we’ve got you covered. The below list of resources should answer all your questions, helping you navigate the complex world of sales optimisation.

Books:

1. New Sales. Simplified: The Essential Handbook for Prospecting and New Business Development by Mike Weinberg – Packed with tested strategies and anecdotes, New Sales. Simplified. offers a proven formula for prospecting, developing, and closing deals.
2. SPIN®-Selling by Neil Rackham – SPIN-Selling provides you with a set of simple and practical techniques which have been tried in many of today‘s leading companies with dramatic improvements to their sales performance.
3. Inbound Selling: How to Change the Way You Sell to Match How People Buy by Brian Signorelli – For front-line seller, sales manager, executives, and other sales professionals, Inbound Selling is the complete resource to help your business thrive in the age of the empowered buyer.

Guides:

1. The Ultimate Guide to Creating a Sales Process by Hubspot – Learn how to create a sales process for your team to use when converting any prospect from a lead to a customer.
2. How to map your sales process (with a free sales process template) by Pipedrive – Pipedrive outlines the broad stages of a sales process and provide a sales process template as a solid starting point. They also describe how to create a roadmap based on the most important metrics to your organization.
3. Sales pipeline management from a small business perspective by Small Business UK – In this guide, you’ll find out what a sales pipeline is, how to set one up and how to manage it – with tips from the experts.

Articles:

1. 5 tricks to build your sales optimization process by monday.com – In this article you’ll learn what sales optimization is, what the main steps are to successfully tackling the process and best practices.
2. How To Optimize Marketing And Sales To Lower Customer Acquisition Costs by Forbes – Acquiring new customers can be costly, meaning leaders must focus on optimizing their marketing and sales strategies to lower customer acquisition costs while still attracting high-quality leads. Here, Forbes outlines 15 ways you can do this.
3. How Can B2B Startup Founders Maximize Sales And Profitability? By Forbes – Founders now are required to develop a laser-sharp focus on customer segments and use cases where they are adding strong value to justify premium pricing to customers. In this article, Forbes shares what they believe founders should focus on.

Reports:

1. State of Sales Report by Salesforce – Discover the latest insights driving productivity and efficiency for more than 7,700 sales professionals.
2. Future of B2B sales: The big reframe by McKinsey & Company – The new era of B2B sales is upon us and sales leaders are quickly making moves to adapt. McKinsey & Company spoke with 50 global leaders to learn their game plan—and this is what they heard.

Podcasts:

1. Advanced Selling Podcast by Bill Caskey and Bryan Neale – The longest running sales podcast in podcast history, hosted by Bill Caskey and Bryan Neale.
2. Sales Success Stories by Sales Success Media – Hear the secrets of world class sales professionals.
3. Sales Pipeline Radio by Matt Heinz – Sales Pipeline Radio features the brightest minds in B2B sales and marketing, sharing secrets to driving greater volume, velocity and conversion of sales pipelines in any industry.

With the above collection of resources at their fingertips, founders are now armed with the tools and insights to revolutionise their sales process, streamline operations and propel your small business toward unprecedented growth.