Tag: Sales Process

Could an Upsell Strategy Drive Up Your Profits?

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.

The Best Time to Cold Call a Business

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.

Why Your Sales Reps Need to Understand Complex Sales Processes

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?

Sales Etiquette Before Closing the Sale

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!