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...
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....
Has your prospect ever been in your database before? Find out if your prospect has had any relationships with your business in the past. Have they ever been a prospect before? How far into the sales cycle did they get, and why didn’t the deal close? For example, you...
Once a year, those of us in the U.S. get a friendly Hallmark-certified reminder to be thankful for what we have. This year, we’re using Thanksgiving as an excuse to show a little extra love to our customers, who are basically awesome, and collectively know more...
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...