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...
It’s easy to tell when your client has crossed that threshold from “interested” to “paying customer”. Consider what you do when buying a new electronic. As a buyer you take time to evaluate your needs, shop around, and eventually make a...
What if you could combine new data with information you already have, increasing the potential for double the impact? Perhaps it’s not filed and stored, but you may already have a large data source at your fingertips- your current customers. Word of mouth can...
THE AGE OF THE BUYER Now is the dawn of a completely different era I like to refer to as The Age of the Buyer. Due to the emergence of social media as a means of communication and establishing relationships, consumers have been given the power to provide real-time...
There are two types of accounts, regular and strategic. Both are important and need to be given the time and resources to be successful but strategic accounts has a larger impact on the company and will get some extra attention. The important thing to remember and be...