Sales Acceleration

The name says it all: sales acceleration increases the velocity of sales moving through the pipeline. By cutting corners and simultaneously adding powerful tools that proactively jumpstart the process, sales acceleration adds efficiency that saves businesses time and money. When deciding whether or not to make the investment, managers may wonder exactly how much time can be saved. The Need for Speed The many individual tools offered under the umbrella of sales acceleration play a part in helping employees work smarter. Each piece of technology…Continue Reading “Just How Accelerated Is Sales Acceleration?”

use business intelligence in sales acceleration

It’s easy to list off all the reasons that sales acceleration boosts profitability for businesses. What can be forgotten, however, is how much its performance is improved by utilizing business intelligence. Sales acceleration thrives off of accurate business intelligence. In essence, it is the fuel that drives the process. Sales acceleration is a series of mechanisms that work in tandem to push leads through the sales funnel at a faster rate. By feeding this “machine” with qualitative information, it can pump out better results. As…Continue Reading “How to Use Business Intelligence in Sales Acceleration”

Appointment Setting Across Cultures

When setting appointments with others in the same country, people tend to overlook the habits that have become second nature. But if they travel abroad uneducated about the culture of their destination, they will likely fail to make a lasting connection. Every country has its own form of business etiquette often taken for granted, and history is riddled with miscommunication errors that hurt business relations. While there may be much to learn about any given destination, focusing on several factors can help when scheduling appointments….Continue Reading “Appointment Setting Across Cultures – Dos and Don’ts and Where?”

appointment setting

In this digital age with the ability to easily access vast amounts of information by computer and the Internet, much of the sales process involves inbound marketing instead of more traditional outbound marketing. However, the sales cycle still involves turning suspects into prospects, prospects into leads, and then converting those leads into actual customers. The critical step in the process for conversion of the customer is the sales appointment. Nothing can be sold until the sales appointment is set with the right decision maker. Jim…Continue Reading “Appointment Setting 2015 – How to Accelerate Sales Leads”

Create The Perfect Strategy With Sales Acceleration

The overarching goal for most businesses that provide products or services to customers is to increase sales volume and return on investment. While easy to state in concept, it is often difficult to achieve increases in both of these in tandem. It is a continuing quest to more efficiently allocate time and resources, both human resources as well as dollar investment. The Strategy The sales cycle is often conceptualized with the analogy of a funnel, which starts at the top with advertising to a target…Continue Reading “Create The Perfect Strategy With Sales Acceleration”

2015 Business Revolution

How much money does your business spend on outreach? In 2014 the average amount ranged between 9 and 12 percent of sales revenues and could go up to 50 percent when new products are launched. Sales acceleration incorporates strategies that allows sales teams to automate processes and therefore reduce the number of resources spent on outreach. Before a company can make the most of this results-oriented strategy, it is essential to understand what sales acceleration is, how it creates an efficient sales funnel and which…Continue Reading “The 2015 Business Revolution: Sales Acceleration”


Digital technology and the Internet have provided buyers with easy access to more and more brands, sellers, purchase information and buying opportunities. Customers are able to access products and solutions faster. Those changing patterns and technology have also transformed traditional marketing and sales force activity. This is especially true with respect to customer leads in that lead management particularly lends itself to technology solutions. Most sales organizations need new tools and processes to meet the demands of the online age. Many employ technologies to shorten…Continue Reading “The Perfect Marriage – Leads And Technology”

Email Tracking

Many companies use sales acceleration techniques to help prospects move through the sales cycle and reach the final purchase decision, particularly in connection with inbound marketing efforts. Marketers’ interactions with consumers obviously depend on effective communications. In today’s digital age, email has a primary communication role all the way through the sales process, important from the very beginning in generating leads and even after a sale is completed in nurturing to retain that customer’s loyalty. A primary way for marketers to get the prospect engaged…Continue Reading “Email Tracking – Enhancing Sales Acceleration Efforts”

Optimal Pace for Your Sales Team

When getting your team ready for the challenges ahead, the classic tale of “The Tortoise and the Hare” might be the last thing on the mind of sales leaders. How could this children’s story provide any insight before heading off into the field? As a salesperson, you know it’s imperative to quickly and effectively find new ways to continuously reach, convey and deliver value while working in a fast-paced environment. Yet, there’s also an undeniable benefit that can be gained by a tortoise’s slow and…Continue Reading “The Optimal Pace for Your Sales Team: Tortoise or Hare”

lead generation networking

Networking can bring a struggling company to the top of the corporate ladder thanks to positive interactions with the right people. Whether a company is just beginning their lead generation adventure or if they have been in business for years, figuring out the best ways to utilize a lead generation network in a mutually beneficial manner can make a noticeable difference in sales. Demonstrate Your Appreciation Companies who have already benefited from a lead generation contact should begin with the tactic of appreciation. No matter…Continue Reading “3 Essential Tips For Lead Generation Networking”