Great sales people don’t like to put limits around how many customers they can pitch or how many deals they can close, but occasionally they find themselves reaching a plateau.
After months or years working the same territory, it may feel like they know all their existing accounts pretty well, and...
Usually it’s assumed that if companies aren’t actually drowning in data, they definitely have more than they know what to do with.
The concept of “information overload,” though, tends to play out more within older or larger organizations that have accumulated a lot of data over the course of...
Between customer meetings and industry events, sales pros are often out of the office, but that’s a lot different than knowing you’re rarely going to see them at all.
If you’re managing a sales team or are the owner of a small to medium-sized business (SMB), you may have gotten used to stockpiling...
Everyone is familiar with the saying “time is money,” but a lot of business executives may not realize the exact relationship between the time it takes a customer to go through the sales cycle and their ability to achieve their annual financial goals.
When companies start making forecasts, for...
Some companies are searching, grasping, hungry for just a few more leads.
Other companies are generating an avalanche of leads.
Neither scenario is ideal, and in both cases organizations will face the same challenge.
No matter how many leads you’re generating, the trick is determining which...
Have you considered implementing a customer relationship management (CRM) platform? There are seven telltale signs that indicate your company is in need of a CRM platform to generate more sales and facilitate your company’s growth.
It’s hard or impossible to keep up with lead flow.
When you need...
You may not know exactly what makes a great sales rep, but you know what you like.
If that phrase sounds familiar, it’s because it’s a take on an old adage about the world of fine art. Some people may not have a background in art history, for example, but they have no problem choosing a painting...
That fancy hotel lobby with multiple check-in stations is there for a reason. So is the lounge stocked with food, drinks and comfortable furniture that an upscale airline sets up in the airport.
These aren’t just elements that help such companies stand out and attract future customers. They also...
If you’ve spent even a few minutes dabbling in the world of sales, then you’ve probably come across some or all of the following terms: leads, pipelines, and funnels.
Even though these terms don’t actually refer to, say, laying down a gas pipeline or baking a cake, they can seem just as...