Part 1: The Psychology Behind Consumer Decision Making   Recently updated !

Consumers now have easy access to extensive amounts of information to inform their buying decisions. Once a consumer has become a prospect, a marketer’s goal is to assist them through the sales cycle so the prospect can actually make the decision to purchase the product or service. Traditionally, many companies […]

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Sales Acceleration

Appointment Setting 2015 – How to Accelerate Sales Leads

In this digital age with the ability to easily access vast amounts of information by computer and the Internet, much of the sales process involves inbound marketing instead of more traditional outbound marketing. However, the sales cycle still involves turning suspects into prospects, prospects into leads, and then converting those […]


Create The Perfect Strategy With Sales Acceleration

The overarching goal for most businesses that provide products or services to customers is to increase sales volume and return on investment. While easy to state in concept, it is often difficult to achieve increases in both of these in tandem. It is a continuing quest to more efficiently allocate […]

Sales Acceleration

business revolution 2015

The 2015 Business Revolution: Sales Acceleration

How much money does your business spend on outreach? In 2014 the average amount ranged between 9 and 12 percent of sales revenues and could go up to 50 percent when new products are launched. Sales acceleration incorporates strategies that allows sales teams to automate processes and therefore reduce the […]


Ensure an Efficient Sales Acceleration Process with These Few Tips

The goal of any sales organization is to generate sales and increase revenue. The sales cycle is like a funnel, which begins with marketing to a targeted customer group, which then tapers into leads. These leads in turn further narrow into qualified leads, a portion of which then become sales. […]

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marriage of sales and tech

The Perfect Marriage – Leads And Technology

Digital technology and the Internet have provided buyers with easy access to more and more brands, sellers, purchase information and buying opportunities. Customers are able to access products and solutions faster. Those changing patterns and technology have also transformed traditional marketing and sales force activity. This is especially true with […]


The Optimal Pace for Your Sales Team: Tortoise or Hare

When getting your team ready for the challenges ahead, the classic tale of “The Tortoise and the Hare” might be the last thing on the mind of sales leaders. How could this children’s story provide any insight before heading off into the field? As a salesperson, you know it’s imperative […]

Tortoise and the Hare

Appointment-Setting2

7 Tried and True B2B Appointment Setting Techniques

One of our favorite lead generation sayings is that within each sale, two sales actually take place: the selling of the appointment, and the sale of the service. Appointment setting, thus, is the first “sale,” and is a crucial step in the purchasing process. So, what steps can your business […]


Appointment Setting for Small Businesses: How to Be Heard Above the Big Dogs

If you’re a small business, winning sales appointments over large companies may often feel like David fighting against a multitude of Goliaths. But, if you take a simple shift in perspective, you’ll see that you actually have many advantages over large companies— all it takes is playing up these advantages […]

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Millennials

How to Effectively Sell to Millennials

Generation Y has been making waves in the business world as both productive workers and dependable consumers deeming it essential to gain a thorough understanding of the ways to appeal to their unique characteristics and needs. The three tips below address the best ways to capitalize on this technology-savvy generation. […]