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A sales process is a systematic, repeatable series of steps that map out and track interaction with prospects from their first point of engagement with your business through to a close. In Sales, processes cover four major areas: Identify, Connect, Persuade and Fulfil. Distinctive steps include Qualifying Prospects, Identifying Needs or Providing post-order service. Understanding and improving the sales process is key for higher efficiency. Designing the organization to best respond to the process chosen is also crucial.

• Defining sales processes
• Sales Roles
• Process tools
• Process measurement ( including KPIs)


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B2B Distributors and Wholesalers are in an monumental transition. Those that want to lead the future, must have strong value propositions and cutting edge digital capabilities. Emerging Marketplaces will shake the established way of operating. However, before adapting to the future, they must ensure that their sales forces, still the core of the customer experience, are extremely effective and efficient. This is the first part of a series of three articles of today and tomorrow of B2B Sales.
SALES vs. MARKETING Series. Posts comparing how these two disciplines approach a similar commercial topic.       In Marketing, innovation is paramount. Nowadays, big and smaller corporations, under pressure and under fear of a new entrant like Uber or Netflix, they allocate many resources to New Product Introduction or Product Innovation. What is the similar area for Sales?
SALES vs. MARKETING Series. Posts comparing how these two disciplines approach a similar commercial topic.         What is success in New Customer Acquisition and how it is measured is a distinctive and extensive area of focus. Read all about it here!