As the would-be vendor, your job is to find out everything you possibly can, even what the prospective client does not necessarily want you to know. If you do your detective work, you will dazzle the prospective client with your offerings and have a huge leg up on your competition.
Today, social media should be an integral part of any company’s sales strategy, especially for those who operate in sales directly. From researching potential prospects and keeping up to date with industry news to participating in online networking hours, social channels are an effective way to increase your reach.
A marketing operations function helps your marketing organization run just like any other part of your business. It helps you fine tune your marketing efforts and helps you make better fact-based decisions about your strategic decisions and marketing investments.
Carve out a line in your company’s or department’s budget for gift card purchases. A relatively small investment can bring a mighty return in the form of new clients and retained business.
How does a sales leader manage a team of big egos and teach them to be disciplined members of a team especially after wining and dining them during the courtship process?
When you feel as if a customer doesn’t like your price, you simply need to remember they only fail to see the value of what you are offering. As long as you remember it is your job to help them see the value, you will increase your odds of success dramatically.
Often “paperwork” like CRM systems, HR concerns, and other administrative requirements take precedence. Additionally many new sales managers are inundated by their sales team with fires to put out. Few new sales managers find themselves “ahead of the curve” – proactively coaching their team. These institutional obstacles are difficult for an individual manager to avoid […]
If you believe that sales training works, and it shouldn’t be considered unless you think it does, then most sales training is a bargain when compared to the increased probability of – closing more business, closing better business, or closer business sooner. This misperception persists because it’s easy to calculate the money saved if you don’t […]
For private companies, acquiring a new customer involves serious investments of time and money. Success rates are generally low. Competition is fierce. So isn’t there a better way of gaining new business, to avoid committing significant expenditure which, too often, benefits neither suppliers nor buyers? There is: optimised account development, whereby existing customers are ‘courted’, […]
s much as we can’t dwell on the past, we do need to spend a few minutes doing an autopsy on the lost sale and learning from it. If we don’t learn from each sale we fail to close, then we’re committing ourselves to a pattern of losing more sales. Take the time to answer these […]