When the time comes for sales reps’ to get their prospects on the phone, they have a lot to remember. What are their openers? What are their objectives? Do they know their prospects well enough? What was that new feature the product team released this morning?...
When the Harvard Business Review published data that suggested sales is not about building relationships, a lot of salespeople scratched their heads. For decades, sales was all about relationships, and we’ve all been trying to explain how to bring relationships...
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 sales expert will tell you that the key to closing a sale is accurate lead qualification. So before you even begin to think about closing, you need to make sure you’ve done your homework. Use sales intelligence to answer these 10 questions, and you’ll save...
Customer evolution is the full-circle sales cycle in which prospects evolve into customers, then become returning customers, then turn into former customers, who eventually evolve back into prospects. Learning how to to understand this process and prevent the...
It’s a rare sales rep who’s never lost a deal. We have to lose sales at one point or another. It’s also easy to blame a loss on something out of our control. “Our product is inadequately priced,” you may say, or, “The prospect has...