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 […]
Category: Sales
Creating effective 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 […]
Sales Cycles and Higher Win Rates
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 […]
Essentials of B2B sales qualification
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 […]
A Structured Sales Process for Greater Success
The sales industry has gone through a dramatic transformation over the past decade. Advancements in digital and computing technologies have enabled informed buyers to exercise more control in the buyer-seller relationship. In addition, marketing and sales has moved more and more from a traditional outbound format to an inbound model. An industry that had been […]
Gamification: The Future of Workplace Motivation
Behavior during gameplay can tell a lot about a person. Silent Sally may prove to be not so coy in a riveting round of trivia while Laughing Larry may surprise you with how focused and serious he can become under pressure. Playing games can bring out the best and worst in people, but as a […]
5 mistakes salespeople make and how to avoid them
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 […]
5 Steps for Identifying Sales KPIs That Matter
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 […]
How to Set Proper Sales Goals & Expectations
How do you set demanding sales goals that push sales reps to go beyond their comfort zone but aren’t set so high that they’re unattainable to reach? Goals that are stretched too much leads to impossible demands and counterproductive results. If salespeople find the goals unachievable, they disengage and the sales results droop even lower than […]
The Many Benefits of Free Email Tracking Software
In today’s age of information, we are surrounded with useful data that we either didn’t know existed or were simply unable to obtain and use it to our advantage. Information that could greatly benefit our businesses and accelerate overall sales is extensively used by organizations today. To aid with this, companies of all sizes are […]