How an optimized sales cycle improves revenue growth

A sales cycle is defined as the course of activities and time needed to convert qualified prospects to customers.  It is comprised of a series of stages that vary by ideal customer profile, industry, or product/service, but often follow the following sequence: Prospect For leads Initiate Contact Qualify Lead Customize An Offer Clarify Objections Close The Sale To calculate sales cycle, choose a time period and determine the number of days from initial contact to close and divide by the total number of opportunities closed….Continue Reading “How an optimized sales cycle improves revenue growth”

Cold Calling

As a sales rep, finding qualified prospects and converting them into customers is the ultimate goal. Many agree that, when properly done, cold calling yields the greatest outcomes in regards to large opportunities. Still, there are others that consider cold calling to be archaic with a low strike-rate regardless of opportunity size. While everyone is entitled to their opinion, let’s evaluate the pros and cons. Advantages If you’re starting without an existing network of connections, then cold calling is an ideal option. In a B2B…Continue Reading “How Cold Calling Will Yield The Largest Sales Opportunities”

Essentials of Sales Discovery Calls

A Sales Discovery Call is the foundation of any sales process as it helps you and the prospect determine if synergies exist between your organizations. You need to step into the prospect’s shoes, understand their priorities, and craft a viable solution. Your potential customer must be assured that you understand their business issues and are capable of providing a professional assessment and solution. Discovery calls are crucial as prospects may be in the early education stage or ready to make the final buying decision and…Continue Reading “Essentials of Sales Discovery Calls”

Things that Top Salespeople Don’t Do

You don’t have to be a basketball fan to appreciate the thrill and excitement of March Madness. According to the American Gaming Association, more than 40 million Americans fill out one or multiple tournament brackets. When filling out brackets, many will rely on luck while others will research stats and records. What are these top teams doing to ensure they win? The same question can be asked about any organization’s top salespeople. Too often others will study the actions and processes that their leaders follow…Continue Reading “5 Things Top Salespeople Don’t Do”

Maximizing the potential of your inside sales team

According to a research study by IDC, more than one-third of weekly selling time is lost due to poor sales enablement. According to the study, inside sales representatives spend 26% of their week on administrative tasks and another 36% searching for marketing materials, prospect/customer related information, and creating sales presentations. This hints that integrating systems with applications that provide more transparency and a 360-degree view can prove powerful in improving productivity. Below are a few tips in maximizing accountability and the potential of an inside…Continue Reading “Maximizing the potential of your inside sales team”

Sales Planning Guide eBook

A sales planning guide is an action plan taking account of your strengths, weaknesses, opportunities, and threats to prioritize your imperatives for hitting the quota month after month. Formulating a sales plan is mandatory to keep the performance ticking of the most important function of your business: sales. The industry leaders and the best of the brands maintain it, and that helps them to earn the projected revenue and hit the revenue targets. Sales is a dynamic function which makes it difficult for teams to…Continue Reading “Sales Planning Guide 2018-eBook”

recruit top sales talents

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?”

Our top 10 sales blogs of 2017

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”

emotional intelligence

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”

sales culture for higher sales productivity

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”