Do You Know Your Sales Team’s Batting Average?

Categories Getting the Appointment, Sales
Sales Team's Batting Average?

With Spring Training in full swing and Opening Day quickly approaching, have you ever thought about your own “team” in terms of America’s Favorite Pastime? Long before Brad Pitt and Moneyball, baseball has been a game full of statistics and rankings. Similarly, sales leaders and sales teams measure their success based on metrics and analytics. Too often, though, the method of computations used to measure sales get complicated- making it time-consuming for sales leaders and confusing for salespeople. A batting average is a great statical measure…Continue Reading “Do You Know Your Sales Team’s Batting Average?” →

What is the Rule of 78 and how does it apply to Sales?

Categories Sales
WHAT IS THE RULE OF 78 AND HOW DOES IT APPLY TO SALES

Does it seem like every salesperson you know has shifted into high gear once the new year starts? If so, it is likely because they understand the infamous Rule of 78. Simply put, the Rule of 78 is a way to quickly estimate a full year’s worth of revenue for businesses that deal with monthly recurring fees. By applying this rule you can quickly estimate the sales turnover a particular salesperson will bring with a set target every month. To use the rule, you simply…Continue Reading “What is the Rule of 78 and how does it apply to Sales?” →

How to Upgrade Your Sales Training Techniques in 2017

Categories Sales
meeting about sales training techniques

One aspect of all businesses is undeniable: sales are the key to maintaining and improving your bottom line. No matter which industry you’re in, no matter what clients you serve, there’s always a way to improve your sales training techniques. Constant learning and improvement not only helps in surging sales figures but creates an ever-improving sales force whose performance is so vital for the organization. Intelliverse is here to guide you through the process with some tips and tricks to help hone your sales team’s…Continue Reading “How to Upgrade Your Sales Training Techniques in 2017” →

The Power of Personalized Product Recommendations

Categories Sales
THE POWER OF PERSONALIZED PRODUCT RECOMMENDATIONS

Marketers clearly influence consumers by delivering relevant messages and content and making the shopping experiences more personal to them. This personalization enhances the buying experience for a prospective customer, and as a result can also accelerate sales, improve conversion rates and increase revenues. Personalization offers the buyers a great shopping experience along with surging the sales figures of the sellers. Amazon, the e-commerce retail giant, was a pioneer in these efforts, creating very effective, personalized product recommendations beginning in early 2000. Research studies also support…Continue Reading “The Power of Personalized Product Recommendations” →

How to Structure Your Sales Team for Maximum Return

Categories Sales
How to Structure Your Sales Team

Hiring top sales talent is a crucial factor for building a successful sales team, and as a manager or VP, it can be tempting to rely solely on the sales chops each individual brings to the table to drive success. Unfortunately, though, as your team grows, this becomes less feasible. It might work to have a handful of sales reps doing their own thing. A team of 50 or even 100 sales reps, though, quickly becomes unruly and unmanageable without a solid structure in place….Continue Reading “How to Structure Your Sales Team for Maximum Return” →

Sales Force Automation – Improve Efficiency and Enhance Customer Experience

Categories Sales, Software Tools
Improve Efficiency and Enhance Customer Experience

Sales force automation technologies have increased exponentially in recent years and businesses are implementing these software solutions at a rapid pace to enhance productivity, accelerate the sales cycle and improve revenue. As the name implies, sales force automation (SFA) is basically the process of maximizing the efficiency of the repeatable processes a sales person performs, utilizing software tools to automate and streamline business tasks within the sales process. However, SFA solutions also do much more: by automating tasks, it also gathers data on the performance…Continue Reading “Sales Force Automation – Improve Efficiency and Enhance Customer Experience” →

The Secret of a Successful Sales Manager

Categories Sales
The secret of a successful sales manager

Why do many successful sales reps fail at managing and motivating their sales team? Is the skill set required to be a sales manager significantly different? What are the common challenges faced by sales managers? Is it understanding the product, people, market, or do they fail in motivating and coaching their team to success? Companies frequently promote successful sales reps to management and often the resulting performance is lackluster. What does it take to be a sales manager and what are the secrets of a…Continue Reading “The Secret of a Successful Sales Manager” →

How to Effectively Sell to Millennials

Categories Sales, Sales Analytics
How to Effectively Sell to Millennials

Generation Y has been making waves in the business world as both productive workers and dependable consumers deeming it essential to gain a thorough understanding of the ways to appeal to their unique characteristics and needs. The three tips below address the best ways to capitalize on this technology-savvy generation. Cater to Their Characteristics It is vital to understand who generation Y is prior to developing a targeted lead generation strategy. Generation Y, who are also known as the millennials, comprises the group of people…Continue Reading “How to Effectively Sell to Millennials” →

Convert B2B Leads to Long-Term Customers

Categories Sales, Sales Analytics
Convert B2B Leads

The business-to-business industry may very well face one of the most difficult challenges in regards to generating leads. While some efforts may have no success or gradually fall short, these results-oriented tactics will help a B2B lead generation strategy continually see positive results. Test Prior to Purchase There are several B2B lead generation tactics that have been introduced within the past few years, all of which can assist with the dissemination of executive-level information. Despite the supposed success rates of these new measures, it is…Continue Reading “Convert B2B Leads to Long-Term Customers” →

Call Them Leads, Call Them Prospects – But Are They Qualified?

Categories Sales
Leads, Prospects - Are They Qualified?

Although “prospects” and “leads” may be regarded as interchangeable terms, it is vital to note the new meaning when “qualified” is added beforehand. A qualified prospect offers a salesperson the greatest potential to land a potentially lucrative and sizeable deal, so the last thing a salesperson wants to do is waste time and energy with unqualified prospects. Looking at the stages of sales prospecting can help distinguish qualified prospects from leads. As you move through the sales prospecting process, you will notice that prospects are…Continue Reading “Call Them Leads, Call Them Prospects – But Are They Qualified?” →