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 […]
Do You Know Your 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 […]
When You Finally Meet: Body Language for Sales People
After however many emails and a seemingly endless game of phone tag, the day has finally arrived: you’re meeting your prospective customer in person. You’ve got your talking points down, your sales deck buttoned up, and your favorite outfit is ready to go. You’ve done everything you can to make this meeting go well — […]
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 […]
How to Upgrade Your Sales Training Techniques in 2017
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 […]
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 […]
The 5 Stages of Sales Prospecting
Sales prospecting is a process that turns your target market into a customer sale. Breaking down the process into 5 stages can help you not only notice areas of improvement but figure out ways in which you can increase sales and make your work more efficient and effective. The first three stages of sales prospecting […]
How to Structure Your Sales Team for Maximum Return
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 […]
Sales Force Automation – 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, […]
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 […]