Referrals are the best type of leads in B2B sales because they are most likely to turn into sales. To increase your sales productivity, it is important to increase your amount of referrals. Your best source for referrals is your happy customer base. Here are four...
Work on your follow ups Start by evaluating how you follow up with clients after you’ve closed a sale. A simple way to increase B2B sales productivity is to follow up with customers post-sale and offer them new services to build on your existing relationship....
Group Your Prospects into Niches Outline the categories into which your prospects fit, and create specific emails, phone call outlines, tweets, etc. for each of them. For example, if you sell electrician supplies, try focusing on outdoor-specific electricians. This...
While many B2B sales executives do not realize it, sales volume and sales productivity are not the same thing. Without good sales productivity, it can cost a company quite a bit of overhead to make just one sale. However, with good sales productivity, it can lower...
One of the easiest ways to increase B2B sales productivity is to continue to sell to current customers. This is done by actively creating and nurturing a relationship with them. It takes far less time, energy and money to sell to a current customer than to sell to new...
As a sales professional, you spend most of your time out in the field, building relationships with potential and current customers to increase your sales. Communication is key in your career; without effective, thoughtful communication, these important relationships...