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…
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…
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…
Is your business using separate apps and software to fulfil your customer relationship management needs? If so, you’re probably spending more time and money managing a complex setup than you’d…
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…
A sales process is a series of phases or steps which a prospect goes through, before becoming a customer. If you have been selling for a while now but don’t…
It might come as a surprise that both employees and employers agree on the benefits of remote work. In fact, 85% of them claim that productivity has increased in their…
This article will explain what a lead capture form is and how to use it to generate more leads. If you have a website for your business, the purpose is to…
A prospect or a potential customer doesn’t ideally make a purchase immediately after approaching your company. Even though our lives would be a lot simpler if that were the case…
Running a business is much like warfare. You have to be wary of your enemies/competitors, any time you enter the warzone/market. Without a properly laid out war/sales strategy, you will…
In an ideal world, when you approach a potential customer about buying your product, they nod happily as you explain the benefits, agree the product is as great as you…
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…
When people think of the word script, they think of actors reading lines. However, that’s not really what a sales script is. Rather, it’s a way for sales reps to…
You could be forgiven for mistaking the term “inside sales” for an exclusive sales club for exchanging contraband. In reality, however, “inside sales” refers to an emerging sales method which…
Imagine you are in an elevator beside a potential client. Now imagine that you have until the elevator reaches the top floor to convince them of something. With such a…