The right sales incentive program motivates your employees to make more sales, and injects a little extra fun into their day-to-day jobs. However, not all sales incentive programs are made equal. An incentive program that your reps find lackluster will have the...
Every purchase puts a B2B buyer’s job at risk, perhaps more so now than ever before because of the mountain of information buyers are expected to know before entering a B2B deal. Buyers can – and will – learn about your products online. As a sales rep, your job...
Insufficient Knowledge of the Industry and Competition Buyers are not going to buy a product from someone who doesn’t know enough about the industry to position the right product or service. Not knowing the state of the industry into which you try to sell is...
In most business organizations, more than one individual holds decision-making responsibility. This is especially true when there is a large volume order or a very costly item. When multiple executives weigh in on a purchase decision, a salesperson has to work harder...
Most of us make it a habit to know why our customers buy our products and services. A lot of us have entire teams dedicated to curating and marketing customer success stories and rave reviews. But how many of us follow the client testimonials of our competitors’...
The eyes of the business world have turned to social media marketing and fast turnaround times, but one old technique may help you separate yourself from other salesmen in your field. Send a letter. This move may seem like a step backwards, but will come as a breath...