You don’t become a professional athlete after one tennis match, and you probably didn’t get married after your first date. Why should sales be any different? It would be great to always seal the sales deal on the first try, but the truth is, it’s the follow up that’s important – the additional touches and […]
You started with a great product. You marketed it confidently, and grabbed some attention. But are those two steps enough to seal the deal? No matter how great your marketing strategy is or how well your business is doing, unless you’re signing deals with 100% of the people who hear about your product, there’s room […]
Salespeople often assume that prospects don’t want to be contacted until they’re already midway through the buyer cycle. That’s just not true. In fact, 71% want to hear from reps while they’re looking for ways to improve their business, and 62% want to be contacted when they’re trying to solve a problem. In other words, […]
The B2B sales environment is a cut-throat one. Sales reps are always fighting with the clock to hit quotas. Sales, after all, is what keeps a business afloat. Reaching out to leads, qualifying them and turning them into customers keeps firms ahead of the competition. Prospecting is a crucial part of the sales process. It’s […]
Working in sales can bring its fair share of negativity. Particularly when reaching out to cold contacts, salespeople tend to get more “nos” than “yeses.” In fact, a recent study found that just 17.6% of salespeople rated their job as outstanding, and 47.1% as just good. That means that 35.3% of salespeople felt negatively about […]
There’s no shortage of customer data available to businesses. But for many companies, it can be overwhelming to decide what data to capture, what to take action on, where to store it, and whether it’s worth keeping around. Standalone data sets, in particular, won’t give you a comprehensive view of the customer. That’s where data […]
ADD_THIS_TEXT Let’s talk about sales. Is your sales team sales-ready? And before you immediately say ‘yes’, really stop and think about it. Are you doing everything possible to make it enabled, mobile, and prepared for the 21st-century marketplace? Think about this: It takes at least 10 months for a new sales rep to become truly […]