When you think about athletes that are at the top of their games, the skills that they need to succeed seem pretty obvious. For example, a basketball player needs endurance, top-notch hand-eye coordination, and the ability to work with a team. But when it comes to something like sales, the skills you need become a […]
Did you know your salesforce is productive only 34% of the time? The rest of the time is spent on administrative tasks that don’t move the needle at all. But with a handful of sales enablement tools presented in this article, you can increase your sales rep productivity and shorten your sales cycle by up […]
Your company needs to be able to find prospects and turn them into customers – it’s a key part of what any business does, and it’s one of the trickiest things to do. Every lead is unique, and no customer journey is straightforward. So how can you make sure that you’re giving yourself the best […]
Without Business Development Representatives, or BDRs, sales teams are often less effective, as sales reps need to take care of cold calling, cold emailing, following up, scoring leads, and all the discovery work themselves. That’s weeks or months of work before they can even think of providing a demo or going in for the sale. […]
Sales is one of the most important and enormous sectors in business. In May 2020, an estimated 1.57 million sales representatives (reps) were employed for wholesale and manufacturing sales in the United States. That doesn’t include the amount of sales reps employed for commodity sales, insurance sales, advertising sales, and beyond. And now, with more […]
Today, if your’ business isn’t searchable on Instagram or Facebook, people will doubt your legitimacy or even your existence. Even if you have existing loyal customers, the only way to widen your reach is through social media. Whether you’re a traditional business transitioning online or a startup trying to grow your audience, social media is […]
While there are many ideas for effective sales assessment, we would need to write a whole book to include them all, so we’ll focus only on the (balanced) sales scorecard for today. Stick around because this article will give you the scoop and let you know what scorecards are all about. Let’s get into the […]
Content marketing has always played a role in the sales process. Now more than ever, with the pandemic changing how B2B buyers interact with sellers content has become a more integral to the sales funnel. As people haven’t been able to meet in-person, or attend expos, trade shows and conferences, the sales process has been […]
According to new research for 2020 by Content Marketing Institute, both B2B and B2C marketers are successfully using content to engage with customers throughout all stages of the buyer’s journey. In a sales funnel, you will need content to aid in consumer awareness, evaluation, and purchase of your products and services. In this post, I’ll […]
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 […]