Comparing ourselves to some seemingly unobtainable conglomerate in our industry is not all that uncommon. As aspiring entrepreneurs, we’ve all looked at someone doing what we desire to do and said, “One day, my company is going to be that big and...
Whether it’s more cost effective to recruit new customers or increase profits by cross-selling to current customers is the proverbial no-brainer; that is to say, estimates vary, but the consensus is that it costs at least five times more to win a new customer than to...
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...
Did you know that on average, only 10% of a salesperson’s time is spent selling? How can you expect profits to increase when such a small percent of time involves true selling? Salespeople spend the rest of their time prospecting leads, problem solving,...