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 […]
5 KPIs Every Sales Team Should be Keeping Track Of
Sales is a numbers game in more ways than one. The amount of data that one salesperson can generate – let alone an entire sales team! – can be staggering. More, though, is not always better. When it comes to your team’s key performance indicators, or KPIs for short, things can get out of hand […]
Appointment Setting: Do Take “No” for an Answer
Any aspiring salesperson is taught the value of persistence. It is arguably the foundation of the profession as success is rarely attained without it. Yet between all the strategies out there, from initiating conversations to overcoming objections, the virtue of patience can be forgotten. While persistence is a good quality, it can backfire if a […]
Using Appointment Setting for Year Round Lead Generation
With a new year just around the corner, many sales organizations are in crunch mode trying to achieve year-end goals while also gearing up to kick-start the New Year with a big bang. While the 1st and 4th quarters are critical, there’s a lot of momentum and closed deals that take place in the 2nd […]
5 Things Top Salespeople Don’t Do
You don’t have to be a basketball fan to appreciate the thrill and excitement of March Madness. According to the American Gaming Association, more than 40 million Americans fill out one or multiple tournament brackets. When filling out brackets, many will rely on luck while others will research stats and records. What are these top […]
Maximizing the potential of your inside sales team
According to a research study by IDC, more than one-third of weekly selling time is lost due to poor sales enablement. According to the study, inside sales representatives spend 26% of their week on administrative tasks and another 36% searching for marketing materials, prospect/customer related information, and creating sales presentations. This hints that integrating systems […]
Sales Planning Guide 2018-eBook
A sales planning guide is an action plan taking account of your strengths, weaknesses, opportunities, and threats to prioritize your imperatives for hitting the quota month after month. Formulating a sales plan is mandatory to keep the performance ticking of the most important function of your business: sales. The industry leaders and the best of […]
Knowledge, Attitude, Skill, and Habits (KASH) – matters most for success in sales
They often say selling is both an art and science. Wonder why? Selling requires both hard and soft skills. Knowledge and skills refer to the technical expertise and understanding customer needs and how your product or service fulfills those needs, which relate to the left side of the brain. As knowledge is the sum total […]
Ten traits of a super salesperson
Abraham is one of the star salesmen in a company who is into software selling in the B2B arena. Abraham says sales is an exciting profession for him with an element of instant gratification as he can close the deals faster. Jenny joined the organization a year ago, but she finds sales an intimidating profession […]
How to Recruit Top Sales Talents for Your Organization?
The reality of sales is that 80% percent of sales are most often produced by 20% of the sales force, also known as the 80/20 rule. Therefore, finding those who will rise to the top 20% is a priority for recruiters. Peak sales performers have an inquisitive nature and seek to understand as much as […]