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...
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...
An effective lead nurturing program will move cold or poorly-rated leads through your funnel. In a lot of cases, leads enter CRM systems with sparsely filled in details or indicators that they aren’t a right fit right now. The concept behind nurturing is to keep all...