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...
Find anyone who might possibly be a customer. Ask them to buy something. Insist they make a purchase, even if they waver at first. Leave them alone if they absolutely refuse.
This, unfortunately, is the sales methodology in many organizations, even if it’s not quite described that way. And...
You will lose a client during your career.
You may be reading this article because you searched the internet for how to deal with the situation you found yourself in just this morning. Or perhaps you’re still reeling from the phone call you received yesterday from your largest client.
Unless a salesperson has ever had to get a company to buy something, they probably never made a big distinction between the worlds of business-to-consumer (B2C) and business-to-business (B2B),
The B2C world seems so big as to include almost anyone and everything. If you sell consumer products...