1. Understand Your Customers Understanding your customers is essential to establishing and maintaining relationships that deliver returning revenue as well as up-sell and cross-sell business. The best way to get to know your customers? Track them. Don’t wait...
In a 2010 study for the Harvard Business Review, Lynette Ryals and Iain Davies observed 800 sales professionals in live meetings. They discovered that sales reps exude one of eight personalities, and that only 3 of those personalities (accounting for 37% of the sales...
Most sales managers expect reps to reach a certain number of phone calls, emails, or tweets every day in their efforts to contact prospects, and some companies reward reps for maintaining a high volume of calls each day. That being said, doing your research is as...