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There are usually very few stakeholders within a company that are truly dedicated to the organization and its purpose, and those are usually toward or right at the top. To those further down it’s much of the time “just a job”—their real life and true ambitions exist outside and away from that company. They learn ...

One of the key reasons to use CRM software is because it empowers your business to nurture leads and convert them into sales – far more efficiently than you could do without this software. If you’d like some proof to back up this claim, here are four reasons why:

In many companies, sales forces dive in far too quickly to sales cycles before adequately evaluating the opportunities. There is good motivation for doing this: salespeople want to get those deals in for themselves and their companies, ahead of the competition which today can be quite fierce. But it can be seen that far more ...

This is an important question when it comes to any opportunity in sales strategies: Is the deal worth winning? In the very beginning of the life of a business it may seem that any opportunity is worth pursuing—and in the long run that may be true, whether or not that opportunity is profitable. While profit ...

Your sales pipeline captures the journey sales reps carry out, from their first point of contact with a prospect, through to a close. Following a solid sales process is at the heart of sales efficiency. Typically, your sales pipeline has five stages. These are:

Within sales strategies, the use of BANT—an acronym for Budget, Authority, Need and Timing—has been around for decades. Salespeople throughout the world memorize this acronym and mentally run through it whenever qualifying an opportunity, and sales management routinely preach it so that salespeople will remember it. Within each of these four elements, however, there is ...

Christmas is the one time of the year when sales managers and reps can down tools and relax and recuperate. After all, Christmas should be a time for friends and family. But, if 2013 has been a busy year for you, you may want to take the opportunity to catch-up and get ahead. After all, ...

With Christmas approaching, sales can become a little slow as prospects and customers turn their attention to the festivities and celebrations. But if you’re keen to get a kick-start in 2014, this downtime could prove invaluable to getting ahead. To help, here are five valuable sales-based activities that will give you a key advantage. Which ...