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If your sales process is inefficient or it fails to add value, you’ll find it will frustrate your sales reps on the ground, make management of those sales reps more challenging and harm your ability to close deals. In comparison, if your sales process is designed to reflect best practice, empower your sales people and ...

A radical change is occurring in the world of B2B sales. With 65 percent or more of the buyer’s journey having happened before a buyer ever speaks with a salesperson, it is clear that the era of lead, qualify, pitch, close is rapidly fading. With buyers who have already educated themselves on their issues and, through ...

As you know, a sales process is a systematic, repeatable series of steps that map out and track interaction with your prospects from their first point of engagement with your business through to a close. Now, if you’re responsible for sales, one of the most valuable tools you have at your disposal is your sales process. That’s ...

Recent statistics that have been making the rounds in sales strategy seminars seem somewhat alarming: that 70 percent of buying decisions are made in advance of ever contacting a salesperson; and that 57 percent of the buying process is completed prior to engaging with any sales rep. If a buyer is so educated by the ...

Did you know, there’s huge profit potential waiting to be exploited in your business. All you need to do is create alignment between your sales and marketing departments. Let’s explore why…

According to an article on Forbes.com: “50% of B2B sales staff keep missing their quotas!” That’s half your sales force. But what’s the reason for this apparent poor performance? If you ask sales, they may blame marketing for generating rubbish leads. And if you ask marketing, they’ll probably argue that sales don’t try hard enough to close. ...

In recent articles we have been covering ROI (return on investment) as regards a CRM tool. Computing ROI for CRM is a much more in-depth undertaking than for many other software solutions. When the full impact for CRM isn’t researched for every portion of the company that will interact with CRM, the company pays handsomely ...

Sales forecasts are a vital component of any business. In order for a company to survive let alone succeed, sales forecasts must be as accurate as possible. Such forecasts usually originate in the sales department, but their influence goes well beyond Sales: they are utilized for a company’s financial projections. To the degree they are ...

The factor of competition must always be figured into sales strategy. In the past some companies have chosen to ignore competition, but much of the time this ignorance has been at their own peril. Ancient Chinese military philosopher Sun Tzu famously said, “Keep your friends close and your enemies closer”—and it’s just as true in ...

If there is a single word that could sum up the ideal sales attitude in the financial services industry, it would be care. While some financial services salespeople may not fit that characterization, the ones who succeed certainly do. A client seeking financial services is looking to entrust an organization—hopefully yours—with their hard-earned money. They expect ...