ROI (return on investment) is normally part of every proposal for a software purchase. Those within the company requesting the purchase must do all they can to provide information to senior executives and finance officers showing how quickly that purchase will pay for itself. For a CRM tool, a full ROI statement should not be ... Read Post

In recent blogs, we’ve talked about the necessity in today’s sales world of insight selling; of providing valuable insight to the prospect company. But there is one step in insight selling that cannot be overstressed: in order to provide the right insight, you need to listen. If you ever watch an expert salesperson in action, ... Read Post

Selling is a tough job… The challenging global economy, change in consumer buying habits and the shift towards customer-centric selling, has made sales a very challenging profession. So what can give you the edge? For sure, experience is a huge factor. Experimenting with different ideas and learning from trial and error is a proven way ... Read Post

If a salesperson has one goal with a prospect, it is creating within that buyer the conviction that the buyer’s company needs to buy that product or service. Here are a series of basic steps through which you can bring about that conviction. It is a sequence you can blend into or add to your ... Read Post

Sales experts have been saying for years that the more the buyer is convinced that the purchase was his or her idea, the stronger the opportunity is for the close. The degree to which this happens during the sales process is, most of the time, up to the sales rep. Salespeople, especially new ones, can ... Read Post

Life can be pretty hectic and stressful for sales reps! It’s a fast-paced career where success depends on finding quality leads and closing deals so you can hit your targets. Therefore, it pays to be organised, adopt smart working practices and ensure you craft your day to get more done in less time. Here are four ... Read Post

Many sales experts agree: it is the age of insight selling. Long outmoded are sales techniques that deal only with clever pitching; today a buyer at a prospect company is far more educated and mere pitches are likely to fall on deaf ears. A salesperson must bring unique value to the table if a prospect ... Read Post

In recent years, opportunity evaluation within sales strategies has been being given a prime level of importance. The reasons for this may or may not seem obvious, but for anyone that has gotten halfway through a sales cycle and had it fall apart, it starts becoming clear that the more fully an opportunity is evaluated, ... Read Post