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Every buyer-seller relationship requires touch points. A basic marketing principle says you need at least seven of ‘em to turn a lead into a sale. And even past the point of sale, touch points are key to keep your customer happy and the quality of their experience healthy. As your lead and customer lists grow,… Read More
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Productivity. It’s a super trendy concept that is usually coupled with other buzz-words like “streamlining systems,” “scaling processes,” and “time-saving tactics.” But what does “productivity” actually mean in a sales context? Sales Productivity Definition When we talk about sales productivity, we’re talking about the ratio of effectiveness (the outcome of a task) versus… Read More
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You know the statistic: it can be up to 25 times more expensive to get a new customer than retain an existing one. But that’s not the only benefit. Forecasting your revenue or planning your performance goals gets a whole lot easier when you have a base of renewing customers. A consistent professional relationship… Read More
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You wouldn’t think it, but some of your top sales reps may not be as happy as you think they are. They may be hiding negative feelings of frustration and resentment about the job as they hide behind a mask of a smile. This unhappiness could cause them to leave abruptly. Today’s salesforce… Read More
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Mobile sales enablement has become a hot topic for business growth. Sales leaders realize the importance of investing in tools to empower their team, and the market is growing by leaps and bounds. Sales enablement technology is currently a $780 million market and is expected to grow to $5 billion by 2021. Why are businesses… Read More
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Sales quotas are a critical part of growing your business. They provide concrete steps to taking your company where you want it to grow. They also require a delicate balance: set the quota too low, and sales fall flat. Set them too high, though, and you run the real risk of frustrating and alienating your… Read More
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Effective sales negotiation is one aspect of the job that you as a sales professional can’t afford to slip up on. Negotiation may seem like it comes naturally to some people. In reality, it comes down to having the knowledge, skills, and information that allow you to confidently and effectively negotiate your sales deals.… Read More
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In the modern workplace, we are all drowning in a sea of emails. Your email has to stand out to get the attention that you need in sales communication and prospect outreach. Retire the tired, business-sounding clichés to elicit replies from your intended targets. Breathe some life back into your emails by finding an alternative… Read More
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It's no secret that technology has shortened our attention span, which can be a struggle for sales. One Microsoft study even found that attention dropped from an average of 12 seconds to a measly 8. Plus, there is an increase in competition for your prospects attention. Slick marketing, social media, and competitive markets mean that… Read More
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Your most valuable kinds of customers are the ones you keep. Your most dangerous customers are the ones you lose. It’s been proven time and time again: customer retention is the simplest, most affordable way to drive profit. It’s cheaper than acquiring new customers, it increases average customer lifetime value, and it creates… Read More