Stephanie Stoll, on April 20, 2022
Every relationship has ups and downs, and that includes relationships between coworkers.
The members of your sales team might be going through problems at home that can cause problems at work.
There might be conflicts with other members of the sales team.
When problems exist in other areas of life, it can affect the accountability of the whole sales team or individual team members. Either way, it's possible to remedy the situation and make accountability a priority for your team.
Trey Morris, on April 19, 2022
Don't do it. I know you want to do it, but you can't.
Seriously! STOP IT!
"Do what" you innocently ask?
Pitching your product or service in your first meeting with a new client.
"But…but…but," I can already hear your excuses.
"We are SALES people! We are supposed to SELL!"
Technically, yes, you are "supposed" to sell, but not yet!
Be patient. Follow the process. Trust the process. We have to slow down the sales process so that we can speed up the sale!
Amanda Meade, on April 18, 2022
While the dreaded days of cold calling may be over in the marketing world, it could be said that it merely switched mediums — from the telephone to chat apps. If your idea of 'B2B marketing' is sending unsolicited DMs, is that really any different from cold calling?
While cold outreach on social media is a popular technique in our modern world, it's not exactly the most productive, nor the most fruitful. As mentioned above, it's really just cold calling in a new medium, and while your salespeople don't have to deal with slammed phones, that doesn't make it any more viable as a sales technique.
Social selling is a modern approach to marketing that's built around existing relationships, and as such, it works much better. In this article, we’re going to explore the concept of social selling, how it fits into the sales process, and how you can leverage this sales technique to help your business thrive.
Amanda Meade, on April 15, 2022
We asked the President of The Great Game of Business, Darin Bridges if he thinks business owners should be raising their prices right now. His response was, "hell, yes."
Protecting Margins Now, So You Can Fund Growth Tomorrow We've always had a saying at SRC. When the economy goes down — it's not the time to be asking for price increases. You've got to do it while the economy is going up. Everybody knows costs are going up right now — they're creeping up everywhere.
You've got to be able to protect your margins to continue to fund growth, fund your people, fund the retention, and all the things necessary to see success for your business. >>> READ MORE
Matt Sunshine, on April 14, 2022
Your sales team determines the success or failure of your operation.
This shouldn't come as a surprise to you, but if you're like other sales managers, you don’t start looking for new sales candidates until one of your salespeople leaves the company.
By then, it’s too late. You'll have to scramble to fill the role.
This chaos will often result in you rushing to find the right person or settling for someone who is just “good enough.” These hasty hiring decisions don't solve anything. You still need a great salesperson, and the person you just hired isn't likely to be that.
Beth Sunshine, on April 13, 2022
FOR IMMEDIATE RELEASE
Susan McCullin, on April 12, 2022
A new sales structure can help improve productivity.
Sometimes it becomes necessary to go back to the drawing board. Remind yourself what your original goals were for your team.
Elissa Blankenship, on April 11, 2022
Often, a sales funnel and sales pipeline are confused.
They are not the same, and both have a distinct purpose along the path to purchase. They both provide an incredible amount of intelligence when examined in part and as a whole.
Marketers and sales leaders that collaborate closely will learn that ensuring the sales funnel and pipeline are both full, healthy, and clean defines some of the biggest indicators of revenue success.
The Center for Sales Strategy, on April 7, 2022
Just who do you think you are? Just because you “look” the part, speak the language, and have the innate ability to command attention with your good looks, winning personality, and dapper attire, doesn’t mean you have earned the right to walk through my door and ask me about my business!
We realize that might be a bit harsh, but it does set the stage for this post. Keep reading — it gets better! In roughly two minutes, you’ll get some ideas to help you sharpen your sales approach.
Greg Giersch, on April 6, 2022
Our founder, Steve Marx, used to say that things should be no longer than they need to be, but also no shorter. Applying that to the sales process, it should take no longer than it needs to be effective, but also no shorter.
In the sales process, some prospects are traveling toward you; others are traveling away. It would seem that we should just pitch and close the ones that are traveling quickly toward us, right?
Steve’s advice would be that it should take no longer and no shorter than we need to accomplish our objective. In sales, that’s achieving their business objectives.
