Social selling is a relatively new technique. Heck, LinkedIn and Facebook are each barely 10 years old. So it’s not uncommon for those new to social selling, or new to social networking in general, to make some rookie mistakes. Here are three mistakes that social...
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...
If you’ve noticed that the same salesperson is always at the top, it’s because that’s probably true. In fact, a study done by Harvard University found that 4% of sales reps make 94% of the sales in the United States. Are they just born sellers, or do they know...
Everyone is talking about the importance of social networking for better B2B sales, but most approaches look at B2B sales as an organization-wide initiative with direct ROI. As sales reps, do we really care about the ROI of the company Twitter feed if it doesn’t help...
The lead qualification process is essential to business. You won’t win sales if you just wait for customers to pop out of the woodwork demanding your products. You need to have an effective process that converts your prospects into paying customers. We’ve put together...