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.
Matt Sunshine, on April 5, 2022
Every company strives to maximize its sales as much as possible. To do that you need to have a strong and competent sales team and a smooth sales process.
Given the current state of the economic and financial landscape, companies are also looking for ways to cut costs. For this reason, optimizing the sales process has become even more important.
When doing so, you have to consider two major aspects. Will you do it internally or externally? If you’ve chosen the former, then continue reading.
Amanda Meade, on April 4, 2022
Social selling is the process of leveraging your social network to sell products or services.
In fact, 78% of social sellers outsell competitors who don't use social media. The most important thing to remember when doing social selling is that each platform is different. What works on one platform may not work on another. It’s important to understand how each platform works before trying to sell on it.
Amanda Meade, on April 1, 2022
The goal of any sales organization is, ultimately, to increase revenue.
Which means the goal of any effective sales leader is to inspire and motivate their sales team to hit, or exceed, their revenue targets.
However, a results-obsessed environment can quickly become unhealthy, particularly if your team feels the pressure to hit a certain number by any means possible.
Creating a healthy, effective goal-driven sales environment is vital for long-term success and employee satisfaction. Here, I spoke with four sales leaders to learn the five components for creating and maintaining a goal-driven sales environment.
But first — what is a goal-driven sales environment? >>> READ MORE
The Center for Sales Strategy, on March 31, 2022
As sales consultants, trainers, and coaches, we absolutely love it when the sales teams we work with shares successes they’ve had as a direct correlation to the advice, tips, and tactics we share.
Our company culture encourages innovation and creativity, which allows us to discover new trends, and figure out what works and doesn't work so that we can share advice with our clients. Video is a tool and tactic that we've explored and had the opportunity to get creative with.
If you're wondering how you can use video as part of your sales process, keep reading!
Dean Moothart, on March 30, 2022
It’s widely believed that the first Customer Relationship Management (CRM) software was introduced in the 1980s. Since then, businesses have made large investments in time and money to launch CRM initiatives, only to have their salespeople misuse them or not use them at all.
Over the years, business leaders have begged, threatened, bribed, and cajoled their salespeople to use these powerful tools. But in the long run, threats and bribes simply don’t work.
So how can you increase the adoption of your CRM by your sales team? How can you get them to actually use the tool you’ve invested in? Here are a few ideas.
Matt Sunshine, on March 29, 2022
As a sales manager, it’s important that you continually take new courses of action to help your team generate more sales.
Here are six practical methods you should consider.
