Finding leads and converting them into customers is your ultimate goal. There are many ways to do it, and cold-calling has traditionally been one of the major tactics used. Many sales personnel vouch for it, while some feel it’s archaic. Some believe that it can yield a large number of opportunities in the sales funnel, while others consider it to have a low strike-rate. While everyone is entitled to have an opinion, let’s evaluate it effectiveness by taking a pragmatic look at its pros and…Continue Reading “How to increase your sales opportunities” →

Generating leads regularly is one of the common challenges faced by sales personnel. However, converting the leads into loyal customers is even more difficult. Spending time on leads that wouldn’t convert would result in wastage of precious time and resources. Hence, qualifying leads through the proper scoring process can minimize these expenditures. The process of lead qualification cannot work on intuition, as you can’t merely guess which lead would end up getting converted into a customer. For this, you need a reliable sales-technology, and predictive…Continue Reading “How Can Predictive Analytics be used for Lead Scoring?” →

Selling can be highly rewarding when you are able to reach your targets within the specified time. For this, you need an endless stream of prospects enthusiastically buying your products, which can be achieved by filling the sales funnel with new leads. However, it can be quite difficult for sales personnel to concentrate on the dual task of closing the deals with existing prospects while also focusing on generating new leads. It can be even more frustrating when you are not aware of your targets….Continue Reading “How to make Continuous Sales Prospecting more effective” →

The growth of a company depends essentially on the health of its sales pipeline. To ensure smoother and consistent flow of sales leads, the sales pipeline has to be managed well, or else the conversions could go dry. This requires right set of sales tools, and the CRM is one of them. An advanced CRM can enable sales teams to maintain a healthy pipeline and smoothly move the leads to conversion. However, there are few best practices that need to be followed to optimize sales…Continue Reading “Key Tips to Manage Sales Pipeline with CRM” →

While there are many ways to contact your potential customers, cold calling is often considered one of the most popular techniques. Even though it leads to less conversions, the approach has been used effectively by experienced sales reps. However, if you think the key to success is ‘experience’, it’s not. It’s all about delivering the right message to the right people at the right time. Here is where a sales rep can look at other options, and cold emailing in one of the ideal methods…Continue Reading “How Cold Emailing can be used effectively to approach prospects” →

A sales representative is pivotal to your business unless you have a product or service that sells on its own. Hence, it is essential to get the right person who has the ability to influence a deal in your favor. To select the ideal candidate, you need to compare the members of your sales team against a checklist of qualities that can determine if you have the right individuals with the desired attitude. The following are some of the traits that can help you ascertain…Continue Reading “Four Key Fundamentals Every Sales Rep Must Follow” →

Providing adequate training to your sales personnel is one of the most important requirements for the success of business development. Without proper preparation, the sales team can find it difficult to perform, which could stagnate your organization’s growth. Also, the training is not just limited to the newer members but should be extended to all the employees in the company. It can also lead to a domino impact as even the experienced individuals can go into a slump, while new joiners won’t get an opportunity…Continue Reading “Four Key Tips to Train Your Sales Staff” →

Selling is a unique skill and sales is usually considered one of the toughest activities in business. While every salesman is expected to have this skill, not everyone is born with it. However, it can be mastered through constant practice. The expertise of selling includes many strategies and the ability to close the sale is one of the most important of them. Be it selling a product to an individual or following a lengthy process in business-to-business sales, it all comes down to the sales…Continue Reading “Four Key Strategies to Improve Your Sales Performance” →

In today’s B2B landscape, selling only by intuition will not achieve the desired results. To succeed as a salesman, you need data-driven insights. Based on it, you can design your sales methodology that will help you prioritize your leads, optimize your sales cycles, and maximize your conversion rate. Creating an effective account-based strategy is a step-by-step process. It starts with identifying the best leads, operationalizing the sales process and gradually moving from prospecting to converting. The methodology can help you think of lead scoring that…Continue Reading “How a data-driven sales strategy can optimize your conversion rate” →