Tag: sales management

January 14, 2022

Your story and unique answers to your client’s questions are the basic fuel to your sales engine. That engine needs a fuel pump and a turbo boost… Let me explain. A quality eBook is professionally written and designed to emotionally […]

January 14, 2022

It goes without saying that the main job of sales reps is, well, to sell. The problem is, there are so many necessary, yet extraneous tasks modern salespeople have to handle that they often lose sight of that primary function. […]

January 13, 2022

There’s no question that the introduction of technology has dramatically changed the contours of the B2B sales journey over recent decades. Just 20 years ago, customer relationship management (CRMs) and Salesforce introduced acute customer segmentation and a focus on individuals […]

January 12, 2022

I’m always stunned by how little win/loss analysis we do. Of course, when we win or lose a deal, there is some reason code–usually some drop down in CRM that gives us a handful of choices about why we won […]

January 11, 2022

The word and the premise of empathy have become quite the buzzword in business and marketing. Especially so since the advent of and the ongoing COVID-19 pandemic. There is widespread consensus that having empathy is a good thing. A must-have […]

January 7, 2022

It’s a New Year. Somehow, even if we don’t believe in New Year resolutions, we use the New Year as a moment to refocus and reset. For those organizations on a calendar fiscal year, it’s a restart—new goals, quotas, perhaps […]

January 7, 2022

Reading an article about Patagonia’s and other’s strategies, I was struck by the sentence, “How do we make people better off by working with us?” It’s a fundamental question that has so many applications: Our customers? Our employees? Our suppliers? […]

January 6, 2022

Growth. Gains. Synergy. Low hanging fruit. Expansion. Market share. Development. Value add. Did we miss any other business buzzwords? Last we checked, these phrases are a dime a dozen and have little meaning without a strategy behind them. What is […]

December 20, 2021

I was meeting with the executive team of an organization. They were proud, as they should have been, of their performance. For the past 5 years, they had been consistently hitting their revenue goal. It hadn’t been easy, but each […]

December 9, 2021

Everything we read about and encounter is about some sort of digital transformation. It could be a business transformation, buying/selling, or even social transformation. Technology and automation takes a greater part of our lives. Years ago, usually it was scientists […]

September 20, 2021

95% of our prospecting is just wasted time, so just stop it! It’s too much time to find that 5% who want to talk, and if they really do, they’ll reach out to you anyway, inbound is so much easier. […]

September 17, 2021

If you work in any marketing or sales team, you must have encountered the cold calling technique. You either belong to the class that loves cold calling or those that dread it. You can make cold calling work for you. […]

August 24, 2021

A well-thought-out sales system to handle sales, follow-ups, and even customer support automatically is a necessity to build a profitable business. At its most basic, your sales system must contain: Your funnel. This begins with discovery (the top of the […]

August 6, 2021

Having a clear understanding of how you can optimize your conversion funnel is like having a detailed map to reach point A from point B. Point A being the top of the funnel (awareness), and Point B the bottom, or […]

July 22, 2021

Imagine this: You’re on a sales call with a prospective customer asking you question after question. Your mind starts to wander, and soon, you’re thinking about the last time you had an argument with your partner or what’s going to […]

July 8, 2021

Your sales cycle starts with identifying and finding your potential customer. While this might seem like a very obvious thing, this process of identifying and finding your potential customer is known as sales prospecting. It’s a multi billion dollar industry […]

June 30, 2021

Long gone are the days when a salesperson knocked on your door trying to sell you a vacuum or Tupperware. Thanks to the advance of technology, sales looks completely different from this bygone era. With a bevy of available online […]

June 18, 2021

Why should customers buy from you? How do you stand out and solve their problems better than anybody else? Every marketer knows these are important questions, but finding the answers can be a challenge. In this guide, you’ll learn how […]

May 13, 2021

In the lexicon of business, especially B2B, words and phrases can take on so many different meanings. That they, in effect, lose their intended purpose after a while. For instance, you most likely have heard or read something about the […]

May 6, 2021

We have heard the terms “organizational DNA” or “company DNA” often in attempts to articulate what an organization’s culture may be like. Sometimes, culture and DNA are used interchangeably. If we get scientific, we know that DNA can have a […]