Sales

The purpose of a sales team is to sell and generate revenue. Beyond that simple scope, all else falls beneath the to-do list. Across all industries, companies of every shape and size make the salesperson a swiss army knife, taking on roles and responsibilities far skewed from pitching leads and closing deals. The difference between…

A 10% increase in selling time translates to a 25% increase in annual sales revenue (Marketo). The responsibilities cutting into a salesperson’s selling time is far and wide. The common non-selling activities passed onto the sales team include prospecting, data entry, qualifying, and nurturing leads. Sales Prospecting Prospecting is a time-consuming task that requires data…

Improving the sales process puts you in a prime position to accelerate sales and company growth. With more focus on selling, your company can use data to improve the performance of every salesperson in your firm. With the foundation for a strong sales team and a steady supply of qualified leads in their pipeline, you…

Equip your sales team with what they need so they stay motivated and focused on selling. The keys to keeping the focus on selling is through administrative support, a steady supply of qualified sales leads, and great compensation. An environment where salespeople can focus their energy on selling is paramount. Support Sales Operations Providing salespeople…

One of the biggest mistakes surrounding sales is the fixation on deal size. Rarely will a big six or seven figure deal just fall in your lap. Big deals are usually the result of months or even years of work and a culmination of many smaller deals. Instead of being fixated on deal size, look at…

Anyone who has been in sales has run into the situation where a prospective customer balks at the price or quote presented. A lot of time this leads to attempts to defend and justify the price. Not only does this not work very well, it is also likely to come off as a series of…

Let’s be honest: most salespeople don’t use their CRM properly. They ignore it. They neglect it. Most salespeople only turn to their CRM in the last hours of attempting to squeeze out quota or when their sales manager harps on them to get things updated. If you’re in sales, your CRM should be your best…

Many companies battle between generating qualified sales leads through outbound or inbound marketing efforts. The two philosophies contrast different methods companies can take to build a sales pipeline that is sustainable, scalable, and valuable. While the choice will vary based on the industry and product/service your company sells, both should be aligned around the common…

With B2B sales strategies, technologies, and best practices changing so rapidly, it’s important to find what makes your sales team successful. These 5 statistics present some valuable facts about B2B sales, and how you can begin improving your sales performance right now. 1. Sales Reps Only Spend 18% of Time Interacting with Potential Buyers (Accent)…