There was a headline I saw that very much interested me. Okay, admittedly, it actually excited me. It read, “How to handle gatekeepers and reach decision-makers.” This, I thought, is an online article that would be great to share with my B2B sales team. It contained tips on dealing with personal assistants, receptionists, and others ...
A sales target is a goal set for a salesperson or sales department, and is measured in units sold for a specific time. Setting up sales targets help keeps you and your sales team focused on achieving your goals. Check out this powerful slideshare and find out how it’s done!
Account management is a considerable job—and one of the most important for a sales professional. Account management consists of several key functions, all of which actually add up to happy customers. Account management is most precisely conducted through CRM. Existing accounts are the foundation and stability of a company. Moreover, it is far less complex ...
It almost goes without saying that salespeople should have integrity and come from a place of truth, but why is it that we always have to spell that out? “He is a salesperson, but you can trust him” is something that I hear way too often and I always wonder why. I get it, of ...
Metrics are key when you’re forecasting sales and the performance of your sales pipeline. They provide the analytical information you need to ensure your sales team (and sales funnel) are doing all the right things. But what sales KPIs should you measure? Check out our slideshare and see!
Everybody knows the 80-20 Pareto Principle. 80 percent of your business comes from 20 percent of your customers—and vice-versa. But it may not be wise to quit the lower 80 percent market that gives you just 20 percent of your revenue and focus only on high-value customers. You have to groom your customers. Growth is ...
In a world of increasing scandal, with institutions playing fast and loose with the truth and people slapping “fake news” labels on content with increasing frequency, success must come from telling the truth. Always. Every day it seems like there are new headlines describing how a company or institution has used technology in a nefarious ...
Sales business is tough and most agents would do anything to win over a customer, despite the widely-accepted International Code of Ethics for Sales and Marketing. In the abundance of brands, products, and services, it’s easy to cross the line and exercise manipulation practices to improve your sales results. But is there a way to ...
Information hits sales managers from all sides on the subject of creating high-performance sales teams. Provide constant feedback, hire the right people, incentive programs, create compensation plans that drive behavior…the list goes on and on. Given these endless choices, it can be hard for sales managers to figure out where exactly to focus their attention. ...
I’ve discovered that it’s character—not what I know—that will build trust with the prospect. So what does trust-building character in sales look like?
