{"id":845,"date":"2015-03-16T15:22:16","date_gmt":"2015-03-16T15:22:16","guid":{"rendered":"http:\/\/gccwebsites.com\/startupsales\/?p=845"},"modified":"2015-03-16T15:24:20","modified_gmt":"2015-03-16T15:24:20","slug":"diversification-in-sales","status":"publish","type":"post","link":"https:\/\/gccwebsites.com\/startupsales\/diversification-in-sales\/","title":{"rendered":"Diversification in Sales"},"content":{"rendered":"<p>Traditionally, the salesperson handles the sales process all the way from prospecting to closing<a href=\"http:\/\/gccwebsites.com\/startupsales\/wp-content\/uploads\/2015\/03\/images.jpg\"><img decoding=\"async\" class=\"size-full wp-image-851 alignright lazyload\" data-src=\"http:\/\/gccwebsites.com\/startupsales\/wp-content\/uploads\/2015\/03\/images.jpg\" alt=\"sales\" width=\"278\" height=\"181\" src=\"data:image\/svg+xml;base64,PHN2ZyB3aWR0aD0iMSIgaGVpZ2h0PSIxIiB4bWxucz0iaHR0cDovL3d3dy53My5vcmcvMjAwMC9zdmciPjwvc3ZnPg==\" style=\"--smush-placeholder-width: 278px; --smush-placeholder-aspect-ratio: 278\/181;\" \/><\/a> and potentially even implementing. \u00a0This makes logical sense. \u00a0It is called the &#8220;sales cycle,&#8221; after all, and they are the &#8220;salesperson,&#8221; why shouldn&#8217;t they handle the whole thing?<\/p>\n<p>Well, as you may have guessed, times they are a&#8217; changin&#8217;. \u00a0There is a better way. \u00a0Salespeople can&#8217;t assume they are the most knowledgeable person in the room anymore. \u00a0This means \u00a0a prospect can&#8217;t be swindled and will know if you are trying. \u00a0Aaron Ross is a big proponent, in his book\u00a0<em>Predictable Revenue\u00a0<\/em>of creating an effective team around their sales person. \u00a0He calls it customer success. \u00a0According to Ross it is a waste of time to have your sales people prospecting. \u00a0They hate it and they are probably really bad at it. \u00a0It is far better to have a prospecting team, who only search for qualified prospects using email and inbound leads. \u00a0This frees up the salesperson and maximizes your time prospecting.<\/p>\n<p>This way your salespeople can focus on what should be their most important skill, <strong>finding customer need<\/strong>. \u00a0With a team around them, the speed with which clients move through the sales cycle increases and the percent of prospects who turn into customers increases. \u00a0It may seem like taking a step back to create a more elaborate system than one person doing it all, but it will pay off in month after month of high predictable revenue.<\/p>\n","protected":false},"excerpt":{"rendered":"<p>Traditionally, the salesperson handles the sales process all the way from prospecting to closing and potentially even implementing. \u00a0This makes logical sense. \u00a0It is called the &#8220;sales cycle,&#8221; after all, and they are the &#8220;salesperson,&#8221; why shouldn&#8217;t they handle the whole thing? Well, as you may have guessed, times they are a&#8217; changin&#8217;. \u00a0There is [&hellip;]<\/p>\n","protected":false},"author":17,"featured_media":0,"comment_status":"open","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[23,1],"tags":[],"class_list":["post-845","post","type-post","status-publish","format-standard","hentry","category-sales-process","category-uncategorized"],"_links":{"self":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts\/845","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/users\/17"}],"replies":[{"embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/comments?post=845"}],"version-history":[{"count":1,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts\/845\/revisions"}],"predecessor-version":[{"id":852,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts\/845\/revisions\/852"}],"wp:attachment":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/media?parent=845"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/categories?post=845"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/tags?post=845"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}