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...
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...
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....
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...
InsideView today released a press showcase of our Private Connection Cloud, which is essentially an extension to standard InsideView Connections. The Private Connections Cloud allows InsideView customers to connect their personal, private connections with other...
79% of sales reps that incorporated social selling achieved their quota over the last calendar or fiscal year compared to 43% of the Industry Average. -“Social Selling: Best-in-Class Targeting of the Right Message, at the Right Time, for the Right Person”...