How to Boost Sales Team Morale Before Year-End
It’s crunch time! Barely a month before the year ends, the pressure is on to reach targets and make quotas. Morale naturally dips, especially for team members lagging behind. And, as manager, this is not what you want. Morale is a crucial differentiator when it comes to successful organizations. In fact, according to a Marketing … Continued Read This article
How Do I Use Phone Dialer To Make My Sales Calls?
In every effective list of metrics contact centers must follow to ensure success, there are three things constant in them: quality scores, service level, and right party connects. You see them almost ubiquitously, but how do you get all three working for your contact center? The answer’s literally in front of you—a phone dialer of … Continued Read This article
What are the Best Practices for Lead Conversion in Salesforce?
Salesforce is arguably the best CRM application you can use to align your sales operations with current sales practices. It helps you manage your leads, opportunities and clients efficiently. You can look forward to continuity in your operations, even when you lose employees or bring new people in. It helps you stay on top of … Continued Read This article
What Is a Sales Quota or Goal? Definition And Meaning
It’s the number that agents are frantic about every working day. It’s the number that decision-makers look at to know whether their current frontline is effective or not. Yes, these are sales quotas. What is a sales quota? In certain periods of time—every day, week, month, or year—sales agents have set amounts that they target to … Continued Read This article
What Is the Meaning of Pipeline in Sales and Marketing?
There are several processes that make (or break) a business. Perhaps the most important of these is the process that goes into your marketing and sales pipeline. This is where your leads turn into customers, where your mainly revenue comes from. Your marketing and sales pipeline refers to the stages that your sales rep goes … Continued Read This article
What is Account Based Selling and How Can It Help Your Sales Team?
Account based selling is nothing new. We practically saw it every week back when the series “Mad Men” ran. Remember how ‘cool’ it was for Don Draper to get personal and talk his way into big deals? That’s at the core of account based selling (ABS): it’s personal, focused and multi-touch. It can also lead … Continued Read This article
5 Important Steps to Transform Your Callers into Customers
Don’t give up on your phone yet! Yes, there are other reliable sources of leads. A phone ringing off the hook is no longer symbolic of a busy business today. You can be making connections online and communicating with your clients digitally. But, consider this: according to media research and consulting company BIA/Kelsey, over $64 … Continued Read This article
Why Should You Monitor Your Sales Reps Calls
“We have two ears and one mouth, so that we can listen twice as much as we speak.” – Epictetus, Greek philosopher Call monitoring is possibly one of the best tools that you have as a sales manager. It comes with your CRM integration, and can be done during a call or using a recording … Continued Read This article
5 Simple Ways to Nail the Discovery Call
The average executive has a schedule that resembles Tetris, a tile-matching puzzle video game that’s been hugely popular for decades. What this analogy means to you as a sales professional is that once you’ve wrangled a slot on an executive’s busy schedule, you better maximize the time you have at your disposal because it’s strictly limited … Continued Read This article
What is a Decision Maker in a Company?
Decision-making is the bedrock of business success. It influences almost every aspect of corporate life, from investment to customer service. A good decision maker helps a business succeed and boosts profit. A poor decision maker, on the other hand, could jeopardize not only business growth but also sustainability. What are Decision Makers in a Company? Businesses … Continued Read This article
Making The Most of Closed-Lost Deals
No sales representative enjoys marking an opportunity as “closed-lost.” After days, weeks or months of working with a lead, the lead reports that they have decided to go with another option. While sales reps may be frustrated with the lead, closed-lost deals are an important part of the sales process. From another perspective, a closed-lost … Continued Read This article
5 B2B Sales Call Myths You Should Know
There are several circumstances that may keep your team from being their most awesome. Insufficient training, lack of experience, subpar sales tools… It could be any of a million things. B2B sales myths shouldn’t be one of them. Myths hold you back. It can keep your team from making the most of opportunities. When you … Continued Read This article