How to Set Proper Sales Expectations & Goals

Categories Sales
Set Proper Sales Expectations & Goals

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” →

The Many Benefits of Free Email Tracking Software

Categories Sales
the-many-benefits-of-email-tracking

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” →

The Importance of Local Presence in B2B Sales

Categories Sales
The Importance of Local Presence in B2B Sales

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” →

Predictive Analytics – Predicting and Influencing Behavior

Categories Sales, Sales Analytics
PREDICTIVE ANALYTICS – PREDICTING AND INFLUENCING BEHAVIOR

Marketers and businesses are always looking to better understand their customers and potential customers, seeking to know what influences the purchase decision, and what actions, triggers or encouragements will accelerate sales. Organizations started relying upon data science to gain valuable information including insights into customer behavior from the growing volumes and types of data – sometimes called “Big Data,” which, the critics call an informal way of referring to lots of data. In the past few years, organizations have shown renewed interest in the area of…Continue Reading “Predictive Analytics – Predicting and Influencing Behavior” →

Streaming Unstructured Data – Analytics in Real Time

Categories Sales Acceleration
Data–Analytics in Real Time

The Big Data Explosion There is much current writing on the phenomena of big data with the explosion in data volumes and new and varied types of sources. Data analysis has emerged to be vital for businesses today. It informs everything – cost analysis, inventory control, financial reporting, lead generation, customer profiles, sales acceleration and more. As economic and societal activities have become increasingly digitized in people’s’ lives, vast amounts of data are created every moment. As technologies have become more powerful and advanced, enterprises…Continue Reading “Streaming Unstructured Data – Analytics in Real Time” →

What’s your Sales Style?

Categories Sales
WHAT’S YOUR SALES STYLE_

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?” →

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?” →

When You Finally Meet: Body Language for Sales People

Categories Presenting
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 — or have you? Many studies suggest that while we may technically speak with our mouths, we speak far more with our bodies. Body language can completely contradict what’s coming out…Continue Reading “When You Finally Meet: Body Language for Sales People” →

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” →