In part one of this article, we discussed the importance of prioritizing sales calls to ensure you get to yes. Prioritizing is a recurring theme throughout the sales world, and one critical area involves how sales reps organize their days. Today we will discuss how you can steer them in the right direction.
There are many compensation philosophies out there in the sales world—which one best fits your team? We’ll provide tips on the various approaches to sales compensation, from incentives to bonuses to rewards and recognition for your top performers.
In a recent Advisor, we talked about deal stages and understanding their different meanings. In today’s Advisor, we share how to align deal stages with your organization.
Preparation is often the difference between a failed deal and a closed sale. When communicating with prospects, it’s important that you map things out in advance. That’s why so many sales organizations rely on scripts as the most critical elements of their interactions.
When it comes to sales, the proof is in the pudding. Results can’t be manipulated to suggest one thing or another, and customers can’t be forced into buying products in order for a salesperson to meet set quotas. Either the sale is made, or it isn’t, and the journey towards a signed contract is about […]
In a recent Advisor, we shared a number of different strategies for measuring sales performance. In today’s Advisor, we’ll provide some guidance regarding how to create referrals from happy clients.
One of the most obvious ways to measure sales performance has always centered around calculating the revenue that representatives generate. For sales managers, revenue, profitability, and market share are considered to be the most important sales performance metrics. That said, organizations are constantly debating on other metrics that can help determine the success and effort […]
Although most people still fail to accept it, Twitter is one of the best resources for creating leads over social media. As of the end of 2017 there are over 330 million active users on Twitter. Many marketers and salespeople have already turned to Twitter to advertise their company and convert tweets into traffic, prospects, […]
Cross-selling is a great strategy that businesses can use to make the most of their existing relationships with customers. In part one we discussed upselling—which focuses on moving customers through a funnel of higher-priced items. With cross-selling, you use customer behavior and market intelligence to determine what other general products those customers might like to […]
In part 1 of the article, we introduced the LinkedIn® Sales Navigator tool and why it should be part of your sales technology stack. Today, we’re giving you a closer look at specific tips and tools that can help you dive in.
Customer acquisition is expensive, yet it is the primary focus of many sales departments. While a steady flow of new customers is the lifeblood of any established business, customer retention should be a high priority as well.