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.
Tag: Sales Process
In part 1 of this article, we discussed the importance of creating a sense of urgency in sales and how to express that urgency to a prospect. In today’s Advisor, we’ll cover another important topic for getting a positive response from a prospect.
Complex, multibuyer sales processes are the reality for today’s marketplace—especially for business-to-business (B2B) buyers. A recent CEB study shows the average B2B sales process involves 5.4 decision makers. What does this mean for your sales process?
One of the most important parts of the sales process is one that not enough sales trainers and sales managers pay attention to or train salespeople on: proper etiquette before and after closing a sale!