Category: Sales

The reality of sales is that 80% percent of sales are most often produced by 20% of the sales force, also known as the 80/20 rule. Therefore, finding those who will rise to the top 20% is a priority for recruiters. Peak sales performers have an inquisitive nature and seek to understand as much as possible about the prospect’s business and decision-making process. They have a high need for achievement, are result-oriented, responsive, act with a sense of urgency, and remain calm in the face…Continue Reading “How to Recruit Top Sales Talents for Your Organization?” →

The year 2017 had been really great for Intelliverse, and we hope it was for you as well. Let’s look at retrospect what 2017 taught us so that we can take these lessons to 2018 and make it more prosperous. The top 10 sales blogs which were read the most are listed below for you to peruse and keep abreast with the trends. 5 Mistakes Salespeople Make and How to Avoid Them Sales is a rewarding profession if you can adopt the right habits. Sales careers…Continue Reading “Our Top 10 Sales Blog Posts of 2017” →

According to the business dictionary, emotional intelligence (EI) is defined as “the ability to identify, assess, and influence one’s own feelings and those of others.” As it is a recognized fact that a handful of top salespeople are attributed with the majority of each company’s sales, research suggests that those top performers are endowed with stronger emotional quotient (EQ) than the average salesperson. A study conducted on more than 40 Fortune 500 companies also revealed that salespersons with higher EI outperformed their peers with low…Continue Reading “Using emotional intelligence to accelerate sales” →

What are businesses doing to increase productivity within this new sales environment while also maintaining sales engagement and focus? While many tools are available, it is important to maintain a clear business vision, strategy, and execution methods. The following characteristics are the key to creating a high performing sales culture with a productive sales process that keeps sales teams both engaged and accountable. Collaborative Environment A collaborative work environment encourages the sales force to work in tandem while increasing synergy and efficiency. With more companies…Continue Reading “Creating effective sales culture for higher sales productivity” →

It is essential for a sales team and an organization to understand their sales cycles so they may properly execute their sales plan and exceed quotas. Sales cycles usually depend of the size of the deal and the pricing involved- generally, the larger the deal or the higher the price; the longer the sales cycle and vice–versa. Below are ways that a sales team may close deals, regardless of size, in less time. Measure each stage of the sales cycle Confirm stated sales metrics provide…Continue Reading “Sales Cycles and Higher Win Rates” →

Qualifying the prospect is an essential aspect of any B2B sales process and, although understanding the necessary steps may be easy, the overall process is often a challenge. Ultimately, the following two fundamental questions must be understood: can the prospect help me and can I help them?  If the answer is yes to both, there is a high likelihood of winning the prospect’s business. Sales and Marketing professionals recognize that receiving a direct response to these questions is unlikely, therefore understanding the buyer’s thought process…Continue Reading “Essentials of B2B sales qualification” →

Sales is a rewarding profession if you can adopt the right habits. Sales careers are most often fast-paced, offer continual challenges and gratification, and provide the opportunity to make a direct impact on individual income. It is an exciting profession for people who have the right skill sets and can handle a variety of situations. A few turn out to be super salespersons, while many often fail. Below is the list of mistakes salespeople commit and the ways to rectify them. Mistake #1: Rationalization of sales…Continue Reading “5 mistakes salespeople make and how to avoid them” →

Determining your key performance indicators (KPIs) can be one of the most important things you do as a sales leader. These are the operating metrics to run your sales organization. But before we jump into defining your sales KPIs, we have to make an important distinction between two measurements: metrics and activities. A metric is a lagging indicator. Some examples include revenue, close rate, deal size and sales cycle length. These tell you what has already happened and how well you’re doing. Activities, on the…Continue Reading “5 Steps for Identifying Sales KPIs That Matter” →