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 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”

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 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”


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 considered an intuitive art has been driven more and more toward technology, data and science, bringing significant efficiencies and automation. This kind of analytics has not only helped in managing…Continue Reading “A Structured Sales Process for Greater Success”


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 team-motivating strategy, its benefits are unparalleled. Gamification, or the integration of game mechanics in game-irrelevant areas, is gaining more traction in the professional arena as its positive effects on productivity…Continue Reading “Gamification: The Future of Workplace Motivation”

mistakes sales people make

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”

Sales KPI

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”

Set Proper Sales Expectations & Goals

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 they would have been if the goals were set at achievable levels. Having lofty goals – and high expectations – for your sales outcomes is part of the game. In…Continue Reading “How to Set Proper Sales Expectations & Goals”


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 turning to a wide variety of sales acceleration software for data collection and analysis. One of the most helpful, and often times overlooked, applications is that of email tracking. Email…Continue Reading “The Many Benefits of Free Email Tracking Software”

The Importance of Local Presence in B2B Sales

Most people dislike making cold calls. However, sales organizations constantly need to bring in new prospects to bring in new business. As the name indicates, sales acceleration technologies are tools to accelerate or speed up the sales cycle. These tools can dramatically change the cold calling process in outbound business-to-business sales. Even with the prevalence of online communications today, the telephone is an essential for enterprises in outbound sales, telemarketing and customer service call centers. Virtually all telephones now have caller ID displaying some information…Continue Reading “The Importance of Local Presence in B2B Sales”


Marketers and businesses are always looking to better understand their customers and potential customers, seeking to know what influences the purchase decision, and what actions, triggers or encouragements will accelerate sales. Organizations started relying upon data science to gain valuable information including insights into customer behavior from the growing volumes and types of data – sometimes called “Big Data,” which, the critics call an informal way of referring to lots of data. In the past few years, organizations have shown renewed interest in the area of…Continue Reading “Predictive Analytics – Predicting and Influencing Behavior”