Everybody looks forward to payday, and sales reps are no different. The kind of pay they get, however, can do a lot to motivate them, boost their productivity and even lead them to close more deals.
Unlike other employees, those working in sales are accustomed to receiving compensation that gives...
Signing up a new customer can be a moment of almost fairy-tale happiness, but unfortunately not every relationship leads to a “happily ever after.”
Customers come, but customers also go. They cancel their subscription. They decide not to bother upgrading. They opt out of receiving communication...
Your first sale as a startup might feel like a minor miracle.
The second, third and fourth sale might seem like a series of happy accidents.
By the time you’re seeing a steady influx of sales, though, it’s time to stop treating them as isolated incidents and more of a guide to the ongoing health...
One of the most common ways to define productivity among sales teams is wrong, so let’s correct it right away.
Being productive in sales does not refer to a salesperson closing deal after deal in quick succession.
That’s an outcome. It’s crushing your quota, or boosting your win rate.
If there is only one word a salesperson should never utter while conducting a product demo in front of a customer or prospect, that’s the one.
Though there are variations on it, that “Whoops” is a place-holder for what everyone watching the demo knows is going on in the salesperson's...
Unless they’re being particularly direct — and feel compelled to proactively further your professional development as a salesperson — you’ll rarely hear a customer say something like, “You’re not actively listening to me!”
The consequences of failing to develop active listening tend to be less...
COVID-19 has changed the way we do sales forever. Nearly everyone is now a virtual, remote seller, and that will remain mostly true even when it’s safe for us to go back to the office. It’s a major shift – one that’s led many of you to reach out for advice on how to best sell from home. Well, ask...
By Ben Hertzman, Chief Operating Officer at Luv2Pak
When this crisis began, we realized early on that we had a unique opportunity as a company to help and give back.
Although the average Canadian consumer might not recognize our name, they’ve almost certainly used our products, because we supply...
Many small- or medium-sized businesses (SMB) are in uncharted waters right now. As business leaders, this is time to consider what you and your sales teams can do for customers by being there for them.
Here are four simple and effective ways your SMB can lead:
1. Reframe responsibilities from...