Category: Sales

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” →

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” →

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” →

Ask someone to define their style, and they’ll probably start listing off adjectives that relate to the clothes they wear, the music they like, the activities they enjoy and the type of car they drive. For sales professionals, though, style can extend into the way they do business. Knowing what kind of sales style you follow can provide insight into your strengths, improvement areas, and how to grow and adapt by using other styles outside your wheelhouse. Here are some of the most common selling…Continue Reading “What’s your Sales Style?” →