The Complete Guide To Building A Sales Process: Part Two

In Part One of The Complete Guide To Building A Sales Process, we outlined the sales process and looked at the steps involved. In Part Two, now that you’re aware of the sales process and have picked out what steps you will be using, we’re going to show you how to come up with a […]

The Complete Guide to Building a Sales Process: Part One

How is ‘sales process’ defined?  Most often, a sales process refers to a repeatable set of steps your sales team takes with a prospect to convert them from early stage to a closed customer. A good sales process helps your reps consistently close deals by giving them a framework to follow, and is necessary to […]

What Do Your Customers Want To Hear?

Providing good customer service is a choice you make. That’s not an attempt to over simplify the concept of customer satisfaction and customer loyalty. There’s more to creating a customer service culture that is in line with company values than merely smiling and acknowledging a customer. However, basic front line service provided by employees on […]

Finding Hidden Revenue Streams

Running a small business often means being consumed with the day to day activities, delivering products and services to clients and ensuring that bills are paid. Getting caught up in the minutiae may mean that you are overlooking significant hidden revenue streams in your business. Such revenue streams make use of your existing assets, instead […]

Finding Qualified Leads for Your Sales Team

There are more businesses operating in America today than at any time in the past, making competition sharper and the stakes higher than ever. Sales and marketing is a challenge for many businesses today. Finding prospects is rated as the second highest ranking challenge for both sales people and sales managers. With more consumers than […]

Good Reasons To Outsource Your Sales Team

Outsourcing is not a new trend, but a business tactic that has become more and more common over the last decade. For many small businesses, it is one of the best ways to expand. As a small business owner, you might be tempted to control all aspects of your business, but that is neither realistic […]

Sales Prospecting Is Difficult – Here’s How To Change That

It didn’t always used to be this way, so why is sales prospecting harder than it’s ever been? Here are some reasons, including: Prospects are busy. In fact they are busier than ever and that makes them distracted and difficult to reach; Prospects intentionally put barriers in the way of salespeople to keep them at […]

Aligning Sales And Marketing = Success

It is neither surprising nor unusual to find a company, small or large, where either the sales team or the marketing team dominates. It is rare, however, to find a business that’s put some thought into aligning their sales and marketing, and who thinks of the two functions as an equal and integrated team. Evidence […]

Unlock Sales Success with B2B Marketing Keys

Increasing B2B sales isn’t simply a matter of providing a product or service and hoping that customers will come your way. Businesses who purchase from you want to believe they have the right vendor at the right time for the right price. It can usually take months to close a B2B sale due to there […]

Non-Linear Paths To Success For Millennials

A lot of millennials tend to follow non-linear career paths. This means that rather than staying at one company, in one industry, and plodding up the corporate ladder, they work in positions that align with their skills. Some might consider it job hopping, but that isn’t necessarily the case. A survey of 18 to 34 […]