An understanding of your sales pipeline alone is not enough to succeed in this age of social selling and content marketing. If you want to secure more leads and close more sales, you also need to understand your buyers’ cycle – and then interlink the two. Let me explain why…
It’s a brave new corporate world. Thanks to cloud computing, entire companies are now operating in virtual space. Physically executives and employees are scattered from one end of the Earth to the other, but no matter where they are they are working through the cloud—in complete sync, communication and coordination. For the sales force, this ...
The single biggest thing you can do to enhance the effectiveness and performance of your sales pipeline is to create a buyer persona. It’s a bold statement; so let me tell you why…
What is a sales target? A sales target is a goal set for a salesperson or sales department measured in revenue or units sold for a specific time. Here is the complete definition of a sales target as found on Business Dictionary.com. Setting up sales targets help keep you and your sales team focused on achieving ...
Explore the new role for the sales force in sales management and how the CRM is changing the role of the salesforce. As discussed in our previous blog posting, business has traditionally followed a military “top-down” model. It was only the people at the top making decisions; everyone else was simply expected to follow orders. ...
Companies today are abandoning the military-style corporate model that has been prominent since the end of World War II, in which only the leaders are expected to have ideas and others below them are simply expected to follow orders. This change is being felt in all quarters of an organization, and specifically in the sales ...
Are you wondering how to improve your sales force learning curve? Are you happy with how you are your sales force doing? As we’ve been pointing out, a continuing education to improve sales force learning curve—through practical means such as tips and tricks from proven sales experts, videos and even seminars—can mean the difference between relatively ...
When you contact a company to inquire about their product or service, who do you expect to get on the other end of a phone, chat or email line? It’s a simple answer: an expert whom you can trust. You want someone who is going to anticipate your needs, have certain, knowledgeable answers to your ...
