Sales Management

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Mastering the Art of Sales Negotiation for SMBs

Sales Management

Imagine you take your kid to an amusement park. They want to get on the roller coaster, but you think it might be overwhelming for a 10-year-old. You suggest the carousel, but your child says it’s no longer fun. After some light-hearted debate, both of you reach a common ground and settle on the Ferris […]

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The Power of Data-Driven Sales Strategies for SMBs

Sales Management

Did you know sales strategies based on behavior insights and real-time performance data achieve a 20 percent higher sales productivity? By going beyond basic customer data, the top sales teams create systems that capture every interaction, analyze customer behavior, and predict which leads are most likely to convert, making every sales dollar count. Imagine if […]

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Personalization in Sales Outreach: How to Do It Right

Sales Management

You’re taking a break for lunch in the middle of a busy workday and open your inbox, only to find two new sales emails from unknown senders. The first one starts with a run-of-the-mill promotional sales pitch. The second email opens with a reference to your recent LinkedIn post, connects it to your pain […]

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5 key strategies to run successful remote sales teams

Sales Management

Did you know that by 2025, 80 percent of B2B sales interactions between buyers and sellers are predicted to happen virtually? That’s how fast the remote sales landscape is evolving. Virtual sales teams allow organizations to optimize costs, hire the best sales talent worldwide, and engage with prospects in different time zones. That said, developing […]

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Lead generation and nurturing best practices for SMBs

Sales Management

A customer passes through multiple stages before finally purchasing your products or services. That means a sale is an outcome, not a sudden event. To boost sales, you must optimize the sales funnel and ensure every stage feeds the other until the eventual conversion occurs. This is why modern businesses invest in lead generation and […]

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What is lead scoring and how can it boost conversions?

Sales Management

A sales funnel flooded with tons of leads—it’s a cherished dream that unites marketing and sales teams. It isn’t surprising that 68 percent of marketers use lead scoring and generation as a metric to assess the effectiveness of their campaigns. The more leads in your sales pipeline, the higher the likelihood of closing deals and […]

Key Touchpoints to Close a Sale

Sales Management

In an ideal world, a sales rep from your company would call a prospect, delight them with a pitch, and close a sale. Better yet, a buyer would come across your product on Instagram, visit your website, and make an online purchase. But if you’re running a company, you already know that sales processes don’t […]

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10 Mistakes Every Sales Rep Needs to Avoid!

Sales Management

Every sales rep has been there. You mispronounce a name, botch a detail or go braindead at the worst possible moment. Sales call fails come with the territory. The best sales reps, however, are able to shake them off and jump right back on the phone. Best-of-the-best salespeople make a game plan to prevent the […]

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How to generate sales leads and close deals

Sales Management

Did you know that 61 percent of businesses rank sales lead generation as their number one challenge? For small businesses, generating qualified leads is even more challenging because of limited resources and channels. But is it really that hard to generate new leads? It is when you don’t know the right lead-generation strategies. But with […]

A pragmatic approach to achieving breakthrough sales results

Sales Management

When prospecting, you may be ‘actively working’ referrals from your center of influence, marketing qualified lead lists, opportunities with existing customers, or other self-sourced opportunities. Some of these prospects result in a sales-ready-opportunity (when an opportunity has been qualified and is ready to share financials). According to our research 2 about 25% of sales-ready-opportunities will […]

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Improving your middle performers is the secret to improving your top & bottom line

Sales Management

A 5% shift in sales performance by the middle 60% of salespeople yields over 70% more revenue when compared to a 5% shift in performance of high performance. (Source: Sales Executive Council) An average team is comprised of bottom or underperformers (approx. 20%), middle performers (approx. 60%), and top performers (approx. 20%). Typically, the bottom 20% […]

How to Close a Sale: 5 Powerful Closing Techniques

For every salesperson, closing a deal is the ultimate goal, and for obvious reasons. Not only do sales generate revenue and increase market share, there’s also the satisfaction that comes from solving problems and building great customer relationships. Although the importance of closing deals hasn’t changed much, how we close sales has evolved a lot. […]

How an integrated CRM and marketing automation platform accelerates sales

Sales Management

Is your business using separate apps and software to fulfill your customer relationship management needs? If so, you’re probably spending more time and money managing a complex setup than you’d like — without getting the results you want. An integrated CRM and marketing automation platform can help you expand and energize your customer relationships. By […]

The seven step sales process: one make contact and build rapport, two qualify compatibility, three analyze prospects needs, four pitch your product, five deliver proposal, six negotiate, seven close the sale

The Seven-Step Sales Cycle

Sales Management

Have you ever stopped to think about your sales cycle? The fact is, many small businesses don’t. Often they’re just too busy trying to keep the business running from day to day. But the fact is, sales don’t “just happen.” To reach new customers, retain existing ones, and increase your revenue, it’s important to know […]

The importance of making emotional connections with customers

Marketers talk a lot about “making connections” with customers, but what does that really look like in practice? It usually starts with understanding your target market or audience — their demographics, pain points, and needs. You might then create buyer personas as a way to understand a typical buyer as a real person. While these […]