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As you know, a sales process is a systematic, repeatable series of steps that map out and track interaction with your prospects from their first point of engagement with your business through to a close. Now, if you’re responsible for sales, one of the most valuable tools you have at your disposal is your sales process. That’s ...

Recent statistics that have been making the rounds in sales strategy seminars seem somewhat alarming: that 70 percent of buying decisions are made in advance of ever contacting a salesperson; and that 57 percent of the buying process is completed prior to engaging with any sales rep. If a buyer is so educated by the ...

In recent articles we have been discussing the depth to which the ROI of any potential CRM solution purchase must be explored. We have emphasized the importance of surveying everyone in the company who will be interacting with it, with special attention being given to measuring the impact on and empowerment of your sales force. ...

Retirement services is a very specialized industry. You are assisting individuals in planning the security of their retirement years—the time in which they will no longer be working for a living and will depend on maximized investments to fully support them. Retirement services sales is, to say the least, a demanding occupation. On the one ...

The recent shift in consumer buying habits is a game changer for all types of sales reps. To summarize, sales reps have lost much of their control over the early stages of the buying journey. And the reason is simple – the way consumers make buying decisions has changed. Instead of turning to sales reps ...

Did you know, there’s huge profit potential waiting to be exploited in your business. All you need to do is create alignment between your sales and marketing departments. Let’s explore why…

According to an article on Forbes.com: “50% of B2B sales staff keep missing their quotas!” That’s half your sales force. But what’s the reason for this apparent poor performance? If you ask sales, they may blame marketing for generating rubbish leads. And if you ask marketing, they’ll probably argue that sales don’t try hard enough to close. ...

In recent articles we have been covering ROI (return on investment) as regards a CRM tool. Computing ROI for CRM is a much more in-depth undertaking than for many other software solutions. When the full impact for CRM isn’t researched for every portion of the company that will interact with CRM, the company pays handsomely ...