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Professional Persistence Pays Off In Sales
Statistics show that most sales reps give up too soon. Most reps never call back leads more than once and it is costing companies revenue.
Lessons Learned from Lost Customers
Losing a client is an inevitable event in your sales career. When it happens, you may experience a lot of unpleasant emotions. But there’s no time for wallowing in self-doubt. You need to focus on getting that customer back, and holding on to the ones you have. The following are a few selling reminders: Have […]
Are Silos Hurting Your Company?
Most businesses don’t start out with departments isolating themselves from each other and failing – or refusing – to communicate. Silos are insidious, often developing slowly over time and becoming so entrenched that people don’t even notice they exist. If your sales team is falling short of its goals, silos may be to blame. Throughout […]
Is Sales A Numbers Game? How To Win At Sales
Watch this informative video that sheds light on the question, “Is sales a numbers game?” and reveals how to win at sales: — What you will learn in this episode — – The right balance of research vs. getting on the phone and calling people– How to customize your emails so they grab your customer’s […]
Mistakes to Avoid in Sales Data Analysis
Analyzing data requires a good deal of caution, because there’s always a risk of inferring two unrelated trends are linked. That’s known as confusing correlation with causation, and it’s a problem highlighted in hilarious fashion by author and Harvard Law School student, Tyler Vigen, in his “Spurious Correlations” blog. The blog shows several graphs, each […]
Get the right insights, Get Growth
Growth is dependent on having the right insights and ingredients. According to the author of Scaling Up, Verne Harnish, businesses who combine “engaging talent, savvy strategy, and effective execution with sound cash management” set themselves up for success. As discussed in his book, the goal of any successful business is to decrease the amount of output […]
Sales Force Automation: The Key to Productive & Lucrative Sales Teams
Sales organizations require efficiency and automation in order to be successful. For inside sales reps, this becomes even more important since they need a cadence, workflow calling tools, email and real-time insight to do their jobs effectively. As inside sales continues to grow, sales organizations are realizing they need to invest in tools that enable them to […]
Using Data-Driven Insight to Avoid Summertime Sales Slumps
Sometimes, you may start to wonder how businesses stay afloat in the summer. You keep calling, and everyone seems to be on vacation. And then you wonder how you’ll make your quota if you can’t get in touch with an actual human being. You may feel like taking PTO and heading to the pool. But […]
What’s the Right Mix for Your Sales Team?
How many account managers do you need? Should any of them be specialists? Should you hire more sales development reps (SDRs)? If so, how many? Unfortunately, there’s no guidebook that can determine the perfect mix for your sales team, but with the right analytics, you can find what works best for you. To develop a great […]
Cold Calling is Dead, But Calling Isn’t
Email, Google Hangouts, text messaging—there are so many ways to communicate without ever saying a word. In personal relationships, some people prefer this type of communication to a phone call, and that explains why many households in the United States have dropped their landlines. But phone communication is still relevant in professional settings—especially for sales reps. […]