Sales Leadership
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 a CRM Can Improve Your eCommerce Sales Teams’ Productivity
CRM software was heralded as an innovative way to help businesses better manage their sales pipeline and customer relationships. Unfortunately, its launch was accompanied by a host of new challenges: Configuration was complex, implementation pricey, and teaching new employees the intricacies of a whole new system proved time-consuming. Even after lengthy training, users were faced … 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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Seven Ways a CRM Can Increase Software Sales
The Software as a Service—or SaaS—industry continues to boom. Several leading research institutions, such as Gartner and Forrester, predict double-digit growth to the year 2020. That growth led to an industry valuation of over $200 billion in 2016. Every dollar earned, of course, requires a sale. While small or consumer-focused software sales may occur without … Continued
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Top 6 Skills to Achieve Mastery in Sales
Sales skills mastery starts by getting to its core. What is sales really about? Is it just a scoreboard of your career achievements and goals? Is it about performance metrics and sales quotas? Or, do we need to shift our focus and look at it from the customer’s perspective? The gist of our top six … Continued
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9 Secrets of the Best Sales Managers
Getting any team together as a unit, aligning them, and getting them to focus on scoring winning goals is a tall order. For a sales team, the order is even taller. It’s tough out there. Competition is fierce. There is much at stake. In an industry that frequently rewards its top performers with management positions, it’s … 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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Improving Your Reps’ Sales Approach is about Understanding Value
This important sales approach that your reps must know might sound counterintuitive. It’s not about having the best opening line, detailed product knowledge, or effective sales patter. The one thing that reps should know is that the person on the other side of the line – or desk – has a perspective of their own … Continued
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Tips for Optimizing Your Conversion Paths
Sales representatives and marketing specialists are a bit like Hansel and Gretel. They leave little breadcrumbs and hope that someone will follow the path they’ve laid out. Unfortunately, their customers are more like Goldilocks and tend to try out everything before making a commitment. This disjointed relationship leads to fewer sales and lots of frustrations. … 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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