Tag: sales management

December 29, 2020

Millions of businesses were hit hard by the coronavirus pandemic, resulting in declining revenue and tighter budgets. Research shows that 47% of B2B buyers were forced to hold off on purchases in 2020. While understandable, this response significantly impacted sellers’ […]

December 16, 2020

In sports, confidence is often mentioned as one of the key ingredients to winning. I saw this firsthand with my daughter and her competitive experience in gymnastics. She attended the same gym as Amy Chow, the U.S. Olympic Gold and […]

November 18, 2020

Information and knowledge is easy to lose in the day-to-day shuffle during standard business operations. Sometimes your top sales performers even take important information with them when they leave. This can leave the rest of your sales team feeling lost […]

August 4, 2020

It’s kind of this invisible thing that most marketing and sales teams don’t think about. It feels almost implied. But ignoring your sales funnel could actually be costing you a ton of customers, ergo a ton of revenue. Especially since […]

July 29, 2020

Writing a compelling business proposal is critical for the success of any professional venture. An excellent plan can help you close more deals and grow your revenue impeccably. However, proposal writing can be a challenging affair. If you get it […]

May 29, 2020

No one could have anticipated the unprecedented effect of the coronavirus on our economy. Local and state governments enacted stay-at-home orders across the country, which forced nonessential businesses to close their doors. Considering about half of small businesses say they […]

February 27, 2020

Raise your hand if you enjoy cold calling and cold emailing. Let’s be honest: prospecting is rarely fun. It’s at the beginning of the sales cycle, before you even get close to closing a sale. Only when you get to […]

July 15, 2019

Car salesmen get a bad rap, trying to peddle vehicles while burdened with pop culture-fueled stereotypes as swindlers and lowlifes. Indeed, there are fast-talkers with dubious intentions, but most are just regular folks doing a job. And some are legends. […]

June 5, 2019

After two months of conversations, demos, and meetings, you’ve just closed a large account for your company. The contract is signed and your new customer is excited about implementing your product/service. But now what? The new customer is happy for […]

May 30, 2019

As an e-commerce seller, you’re in business to grow your customer base and increase sales. To do this, you have to reach as many people as possible by way of advertising, promotions, and offers. These are all effective ways to […]

January 7, 2019

It’s so easy to get caught up in the cycle of being ‘busy’ as an entrepreneur and never really getting anything done. If you feel like you’re just spinning your wheels, it’s important to slow down, get on a schedule […]

October 16, 2018

A lot of people now store contact information and other essentials in their smartphones and other devices, saving room and hassle. However, there are much easier ways than sifting through page after digital page to find what you’re looking for. […]

June 22, 2018

For sales veterans, sales statistics may be uncomfortable to read through, but they reflect the cold hard truths that sales teams come across every day in their work. By avoiding these mistakes, you can regain the hours of productivity and […]

February 22, 2018

You’ve spent hours prospecting and have finally found a potential client. After a few calls they seem interested so you setup an in person meeting. Things are going great, the deal is coming together, and you can already taste the […]

September 13, 2017

Salespeople sometimes find the buying patterns of buyers to be quite baffling. Why all these questions? Why not make a decision? Everything sounded so positive … what went wrong? Having spent a good part of my career in purchasing and […]

August 9, 2017

What do the world’s best SDR teams do? What actions should they take to penetrate high-value target accounts? Here’s what we’ve learned in the trenches, working with customers, and talking with other industry experts. They run the whole play The […]

June 5, 2017

You may have heard the statistic that reps spend just ⅓ of their time actually selling. Of course, every business wishes that their sales team could sell more in a shorter period of time. But unfortunately, some businesses actually believe […]

February 21, 2017

Committing to an enterprise-level purchase is a stressful decision for most B2B buyers. There are real consequences to the business if a vendor performs badly, such as angry customers, lost revenue, or fines associated with failing to follow regulations. An […]