The Increasing Importance of Sales Operations A hot topic in sales operations circles today is how to balance people, power, and automation. At its core, it’s a sales operations dilemma. It’s like the folktale of John Henry — the steel-driving man — swinging his mighty hammer in competition against a steam-driven railroad machine. The question […]
How to Improve Your Content Marketing Using Digital Analytics When it comes to content marketing, marketers know they need to inform their strategy with data, but that’s not what happens in real life. According to Forrester, most managers only use 12% of the data they have. They’re not sure what to look for, how to […]
Business Tips: Increasing Sales Via Faster Customer Response Time In the competitive world of sales, responding to each and every customer’s concern quickly is key to success. It’s not rocket science if you think about it, really. Just put yourself in the customer’s shoes — would you be happy doing business with a company that […]
What Are The Essential Technology Platforms in Sales? We’re living in an era where sales technology isn’t optional. It’s the foundation of a successful sales team. Of course, the human element will never go away. However, to truly excel in sales, today’s human element needs technology. Regardless of your sales strategy, here are 10 essential […]
What it means to have a success mindset In today’s world, having a success mindset is important. It allows you flexibility to see the different possibilities and steps needed to get the job done. Whether it’s in sports, business, academia, or entertainment; Individuals with a success mindset always seem to figure out how to make […]
4 Reasons Outsourcing Can Multiply Your Sales Many companies are having a hard time consistently increasing sales. This could be due to a number of reasons, including having limited time, expertise or resources. So, how do you resolve this problem? One of the more effective solutions is sales outsourcing. You may have a great product, […]
EMOTIONAL INTELLIGENCE IS WHAT TURNS A GOOD SALESPERSON INTO A GREAT ONE The definition of emotional intelligence is the capacity to be aware of, control, and express ones emotions, and the ability to handle interpersonal relationships judiciously and with empathy. Or in other words, it’s the ability to recognize your own emotions and the emotions […]
Four Key Strategies When Navigating Gatekeepers Much of the success of inside sales revolves around reaching the right person at the right time. Usually, C-level executives are the decision makers. To reach this group, and to even have a chance to pitch, salespeople need to jump over a series of hurdles to climb up the […]
The under-the-radar world of business-to-business (B2B) sales is far less transactional than the business-to-consumer (B2C) type most people are more familiar with. B2B sales requires a bit more care.
There are three specific tools salespeople can use to turn B2B sales into long-term business partnerships. Read on to learn how savvy B2B sales reps leverage industry knowledge, relationship building, and success stories to create collaborations that last.
Top Metrics to Track to Measure Sales Productivity at Every Level There once was a time when salespeople did everything. They would make cold calls, set appointments, handle appointments, close business, implement solutions, and manage the account. Today, things are different. Each one of those steps in the sales process is segmented into a specialty […]