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Sales forecasts are a vital component of any business. In order for a company to survive let alone succeed, sales forecasts must be as accurate as possible. Such forecasts usually originate in the sales department, but their influence goes well beyond Sales: they are utilized for a company’s financial projections. To the degree they are ...

The factor of competition must always be figured into sales strategy. In the past some companies have chosen to ignore competition, but much of the time this ignorance has been at their own peril. Ancient Chinese military philosopher Sun Tzu famously said, “Keep your friends close and your enemies closer”—and it’s just as true in ...

If there is a single word that could sum up the ideal sales attitude in the financial services industry, it would be care. While some financial services salespeople may not fit that characterization, the ones who succeed certainly do. A client seeking financial services is looking to entrust an organization—hopefully yours—with their hard-earned money. They expect ...

In recent articles, we’ve been discussing the vital necessity of aligning Sales and Marketing. When each is working in its own sphere and more or less contesting one another, a company is factually crippled. This is especially true in today’s lightning-fast and fiercely competitive business environment; a company needs to operate as a unified team to ...

There was a time when sales were conducted without sales strategies. Salespeople just went out and sold, and that was that; they either sank or swum. But as businesses grew and competition became stiff, sales strategies were found to be needed in order for volume sales to occur, and so were evolved. As years went ...

It may seem a trivial point that between two factions operating as part of the same team, there must be agreement on terminology common to both. But when it comes to Sales and Marketing, the lack of such agreement can lead to a chasm that remains forever gaping until it is rectified. Not only is ...

Insurance sales can be a difficult and complex undertaking. In addition to the basic skill of selling and closing sales, there are many different types of product lines—and therefore deals—to track. At the same time, different customers have differing requirements, and you must keep careful track of those also. While traditional CRM applications may not ...

Managing and monitoring your sales pipeline is key to the achievement of your stretching sales targets. The good news is that Hugh Macfarlane’s book – “The Leaky Funnel” – provides a fantastic and easily accessible overview of why this process is so important. Ready?