The growth of a company depends essentially on the health of its sales pipeline. To ensure smoother and consistent flow of sales leads, the sales pipeline has to be managed well, or else the conversions could go dry. This requires right set of sales tools, and the CRM is one of them. An advanced CRM can enable sales teams to maintain a healthy pipeline and smoothly move the leads to conversion. However, there are few best practices that need to be followed to optimize sales…Continue Reading “Key Tips to Manage Sales Pipeline with CRM” →

While there are many ways to contact your potential customers, cold calling is often considered one of the most popular techniques. Even though it leads to less conversions, the approach has been used effectively by experienced sales reps. However, if you think the key to success is ‘experience’, it’s not. It’s all about delivering the right message to the right people at the right time. Here is where a sales rep can look at other options, and cold emailing in one of the ideal methods…Continue Reading “How Cold Emailing can be used effectively to approach prospects” →

A sales representative is pivotal to your business unless you have a product or service that sells on its own. Hence, it is essential to get the right person who has the ability to influence a deal in your favor. To select the ideal candidate, you need to compare the members of your sales team against a checklist of qualities that can determine if you have the right individuals with the desired attitude. The following are some of the traits that can help you ascertain…Continue Reading “Four Key Fundamentals Every Sales Rep Must Follow” →

Providing adequate training to your sales personnel is one of the most important requirements for the success of business development. Without proper preparation, the sales team can find it difficult to perform, which could stagnate your organization’s growth. Also, the training is not just limited to the newer members but should be extended to all the employees in the company. It can also lead to a domino impact as even the experienced individuals can go into a slump, while new joiners won’t get an opportunity…Continue Reading “Four Key Tips to Train Your Sales Staff” →

Selling is a unique skill and sales is usually considered one of the toughest activities in business. While every salesman is expected to have this skill, not everyone is born with it. However, it can be mastered through constant practice. The expertise of selling includes many strategies and the ability to close the sale is one of the most important of them. Be it selling a product to an individual or following a lengthy process in business-to-business sales, it all comes down to the sales…Continue Reading “Four Key Strategies to Improve Your Sales Performance” →

In today’s B2B landscape, selling only by intuition will not achieve the desired results. To succeed as a salesman, you need data-driven insights. Based on it, you can design your sales methodology that will help you prioritize your leads, optimize your sales cycles, and maximize your conversion rate. Creating an effective account-based strategy is a step-by-step process. It starts with identifying the best leads, operationalizing the sales process and gradually moving from prospecting to converting. The methodology can help you think of lead scoring that…Continue Reading “How a data-driven sales strategy can optimize your conversion rate” →

A sales cycle is defined as the course of activities and time needed to convert qualified prospects to customers.  It is comprised of a series of stages that vary by ideal customer profile, industry, or product/service, but often follow the following sequence: Prospect For leads Initiate Contact Qualify Lead Customize An Offer Clarify Objections Close The Sale To calculate sales cycle, choose a time period and determine the number of days from initial contact to close and divide by the total number of opportunities closed….Continue Reading “How an optimized sales cycle improves revenue growth” →

A Sales Discovery Call is the foundation of any sales process as it helps you and the prospect determine if synergies exist between your organizations. You need to step into the prospect’s shoes, understand their priorities, and craft a viable solution. Your potential customer must be assured that you understand their business issues and are capable of providing a professional assessment and solution. Discovery calls are crucial as prospects may be in the early education stage or ready to make the final buying decision and…Continue Reading “Essentials of Sales Discovery Calls” →