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 […]
There are so many people vying for prospects’ attention each day that getting someone to agree to a meeting is more challenging than ever. Yet, prospecting remains a critical part of the sales process. The average company loses 10-30% of their customers each year – so how do you seize the leads your company needs […]
You’ve set your sales goals and agreed on individual KPIs. You’re tracking performance. Now it’s time to report on your progress. Sales reporting is one of the most important parts of a sales manager’s role. It’s your opportunity to bring meaning to a range of metrics, such as: Deals closed Revenue generated Opportunity status Pipeline […]
A winning business plan not only informs readers about the business and how it’s run, but persuades them that the company is worth getting excited about and entices them to get involved. But just how do you write a winning business plan? This guide has been written to help you to craft the perfect business […]
Too often, small businesses try to jump right into sales without truly understanding the process and how it works. While the prospect of making sales as fast as possible can be tempting, brands that don’t have a strong grasp of the systematic and theoretical underpinnings of the process are hurting themselves in the long run. […]
Learning the steps to eliminating buyer silence is necessary. Encountering buyer silence as you approach the point of purchase is not uncommon. In fact, it’s more common than you think. But, silence in business is dangerous. Good feedback is excellent. Bad feedback spotlights areas of improvement. But, no feedback at all? Dangerous. Very dangerous. If […]