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Does Your Sales Team Need Closing Skills or Opening Skills? “Can you help my sales team close more business?” As a teacher of sales skills, I’ve been asked this question frequently. The answer is “yes,” with a strong qualifier: Your sales team may not have a problem with closing opportunities; the problem may be in ...

SDR Career Planning: 3 Proven Ways to Have an Amazing Inside Sales Career The inside sales organization and the Sales Development Rep (SDR) in particular are increasingly becoming lynchpins in many sales organizations. Relying solely on “feet on the street,” or any other single sales channel does not represent a viable economic business model for ...

The road to a customer purchase often consists of a phone call if your product isn’t bought based on impulse. Thankfully, in this day and age of information, our communication via phone can be tracked and analyzed. With phone calls happening in higher volumes than ever before, recent advances in technology has allowed us to study every call ...

Great news, you’ve won the sale! The contract is signed and implementation plans are in place. Is it time to move on to the next sale? Not so fast. The best next step, often overlooked, is a retrospective or lessons learned meeting with your new customer. A retrospective is an opportunity to look back and ...

5 Ways You’re Getting Win/Loss Analysis Wrong Time is money. This old adage has perhaps never been truer than today, when all a lead needs to do to get to your competitor is open a new tab on their browser. But, making the most of your time doesn’t hinge on who has the fastest fingers ...

Planning in Sales, and Why it Matters The dictionary definition of a plan is “a method for achieving an end.” A method is “a systematic procedure or technique.” Contained within that simple sentence is the key to why some salespeople succeed, and why some don’t. In many ways, we are to blame for why some ...

When it comes to marketing qualified leads (MQLs), how valuable are they to your organization? MQLs are those inbound leads generated by your marketing department, usually by encouraging prospect engagement through your website, live events, blog, webinars, newsletter and other marketing vehicles. MQL lead quality depends on a number of factors. A few of these ...

Many hold to the belief that money is one of life’s most important things. But money comes, and money goes, and comes once again. What is more important than money? That would be time. Unlike money, time just goes…and never comes back. So rather than maintaining the focus on money–return on investment, or ROI–change your ...