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 ...
CRM was one of many technologies developed to automate a company. But with a sales force composed of live, breathing humans—should people also be so automated through CRM? The original intention of CRM solutions was to coordinate various departments within a company in their customer relationship activities. As time went on, CRM also became a ...
Do you want your sales team to make more sales? If so, an easy way to make that happen, is to support your sales reps to work more efficiently. And if you plan to do that, you’ll want to invest in some smart CRM software. Here’s why… #1: “Smart Cloud” for Remote Working Pick a CRM ...
For many years, sales techniques have been a matter of heavy focus—by sales management, sales trainers, sales book authors, and of course salespeople themselves. Endless techniques are evolved, refined, taught, adapted or rejected, and endlessly argued. But if there is one particular factor underlying all sales techniques that nobody could argue against, what might that ...
The sales team of yesterday and today are drastically different. Sales automation has certainly made a difference in the way sales teams conduct themselves—but it isn’t just computerization that has brought about all the changes. Sales management and the sales forces they are supervising have had to adapt themselves to today’s highly competitive marketplaces in ...
You’ve seen it yourself as sales management: despite a great sales process that the sales force is pushed to follow, and sales analytics measuring it, there can still be quite a difference between salespeople. Some close consistently, others close intermittently. Some meet—and in some cases exceed—their quotas. Others are always lagging behind. Can this gap ...
