Sales Strategy
6 Major Differences between B2C vs B2B Sales Strategies
One of the most crucial aspects of your work as sales manager is to come up with an on-target sales strategy. Your B2B B2C strategy is a make or break. You may have the best talkers, presenters and deal makers in your team. (Heck, you may have Don Draper and Jim Halpert in your team.) … Continued
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How to Grow Your Financial Services Sales With the Help of a CRM
For many clients, the financial services industry is deeply personal. After all, clients entrust financial advisors, investment firms, and banks to safeguard or grow their money. Whether that money is slated for the down payment on a home, a child’s college education, or a dream retirement, the stakes remain high. A client’s choice of a … Continued
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10 Reasons Why Telecom Sales People Need CRM
Happy customers talk, but so do unhappy ones. In fact, unhappy customer service stories reach more than twice as many ears as happy customer service stories. We live in an era where companies and careers rise and fall through LinkedIn, Yelp, and Instagram. Competitors are always just a click away, and the obstacles to market entry … Continued
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Are BANT Qualified Leads Actually Hurting SaaS and PaaS Sales?
Not much has changed in the 60 years since IBM first formalized sales channel management with the BANT approach. When IBM first developed BANT, the objective was to create a basic sales call structure designed to find marketing qualified leads for their salespeople. It was a simple 4-step approach to teaching new salespeople how to … Continued
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Pain Points Offer Business an Opportunity to Innovate and Expand
Pain points are a part of business. They create opportunities to innovate, diversify and grow. Without customer pain points, there is no reason to be in business. Trading goods and services is as old as mankind itself. Eliminating pain points began with a simple barter system, where one person grew or made something of value … Continued
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Getting the B2C Sales Process Right
The business-to-customer or B2C sales cycle has always been viewed by industry experts as something of a mystery. In fact, a search on Amazon.com or a stroll through the local bookstore will reveal volumes of material written about the process that consumers undergo before making a purchase. There seem to be two main schools of thought … Continued
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