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13 typical B2B sales problems and how we solve them


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13 typical problems in B2B sales organizations and how the Milestone Selling Philosophy can solve them.
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13 typical B2B sales problems and how we solve them

  1. 1. 13 typical problems in B2B sales organizations 1 … and how we solve them
  2. 2. 2 Your Problem: Sales Reps don’t get CRM Our Solution: Make CRM simple as a board game
  3. 3. 3 Your Problem: Our KPI’s are’nt making sense Our Solution: Measure progress of opportunities
  4. 4. 4 Your Problem: Detect poor sales numbers too late Our Solution: Cascading sales quota as early warning
  5. 5. 5 Your Problem: Low motivation in sales department Our Solution: Reward momentum instantly
  6. 6. 6 Your Problem: We celebrate results and neglect effort Our Solution: Reward momentum in early stages of process
  7. 7. 7 Your Problem: Boring sales meetings Our Solution: Discuss best practice with real data
  8. 8. 8 Your Problem: We measure harvest and forget to sow Our Solution: Measure development of opportunities
  9. 9. 9 Your Problem: Sales reps see targets as unrealistic Our Solution: Break down targets in narrow milestones
  10. 10. 10 Your Problem: Pipeline is in excel – not in CRM Our Solution: Make pipeline in CRM fun and motivating
  11. 11. 11 Your Problem: We have a sales process – but reps see sales as an art form Our Solution: Lead and coach reps on the momentum between process stages
  12. 12. 12 Your Problem: Long sales cycle makes gratification delayed Our Solution: Ignite instant gratification using milestones
  13. 13. 13 Your Problem: Performance reviews are based on gut feelings Our Solution: Use indisputable and realtime data on momentum
  14. 14. Your Problem: Making quota is never urgent until it’s too late Our Solution: Measure pipeline momentum every month
  15. 15. 15 WWW.LEADYOURLEADS.COM Free E-book: