When your salespeople head into a new quarter or year with a solid sales business plan, they’re more likely to improve sales forecast accuracy, attain quota, and effectively support your organizational goals.
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September 11, 2018
Written By: Joe Wilburn
In today’s marketplace, competition is fierce and buyers have endless options available at their fingertips. Having a good product is no longer enough.
September 05, 2018
Written By: Lisa Rose
Sales emails can be challenging to navigate. Customers and prospects often skim their overflowing inboxes, ignoring anything that doesn’t immediately catch their attention.
Using the DISC model can help your salespeople write emails that are tailored to each buyer’s personality type, making them more likely to read them and respond positively.
August 29, 2018
Written By: Laura Lloyd
Sales negotiation can be a source of dread for salespeople. It’s especially painful when a rep thinks they’ve closed a deal and then the prospect surprises them by wanting to “talk about the details.”
With the right sales negotiation strategy, even this part of the sales process can remain warm and result in a win-win outcome for all parties.
August 22, 2018
Written By: Marcia Neese
Giving and receiving productive feedback is key to the personal and professional development of your employees.
A feedback culture is one in which employees and leaders regularly, consistently, and productively engage in useful feedback that fosters growth.
August 01, 2018
Written By: Anita Greenland
It comes every year, and still it always seems to sneak up on us: the National Sales Meeting.
From creating the meeting agenda, booking the convention center, deciding on a meeting theme, and identifying a keynote speaker –there’s a lot to be done.
July 31, 2018
Written By: Will Brooks
In order for the members of your sales team to be successful, they must know exactly what defines “success” in your organization. It’s critical for sales leaders to establish and communicate expectations with their sales reps early on, and enforce them on a continual basis.
July 23, 2018
Written By: Steve Hackett
Today, customer experience dictates how successful a company will be in the long-term. That’s why it’s key that your salespeople use a customer-focused, consultative selling process with every prospect and customer they interact with.
July 18, 2018
Written By: Lisa Rose
Sales isn’t about convincing or persuading a person to buy something—it’s about offering a logical solution to a problem a customer or prospect is challenged with.
July 11, 2018
Written By: Laura Lloyd
Becoming more customer-centric is a smart goal for any sales organization. According to research from Deloitte, companies who use a customer-centric strategy are 60% more profitable.
July 03, 2018
Written By: Anita Greenland
June 22, 2018
Written By: Marcia Neese
If you want your salespeople to beat the competition, they need to fully understand who they’re up against.
A competitor analysis is a critical part of your business strategy and something that each of your reps should be comfortable doing on a regular basis.
By evaluating your industry as a whole—and the players within it—you’ll be able to:
