For any sales organization, prospective buyers come in two flavors: those who have already bought from your company, and those who haven’t. It’s no secret that many companies expend tremendous resources – in time, money, and sales rep blood, sweat, and tears – focused on selling to new prospects. While new customer acquisition is essential [...]
Before business prospects make a purchasing decision, they embark on a business-to-business (B2B) “buyer’s journey” that places them squarely into the seller’s “buyer funnel.” For many years, this journey was often simple and of short duration; you might say that purchasing decisions were more impulsive, with buyers often trusting their gut. But then things began [...]
A sales team can learn a lot from a championship sports team. An organization sets their sights on the prize and finds the right people to guide them there. The coach looks at the team and the competition to create a winning strategy. Players are assigned roles and performance expectations are set. Throughout the course [...]
Do you have a “sales action plan?” If not, or if you don’t fully understand the difference between a sales plan and a sales action plan, here are some essential insights for how to make an action plan to increase sales. Is There a Difference Between a Sales Plan and a Sales Action Plan? Although some [...]
Your industry is booming but is your revenue growing enough to hit your goals? You’ve been questioning for quite some time whether you have the right salespeople in place to really take your business to the next level. Sure, they know the industry and generally hit their numbers, but you keep asking yourself, “Could [...]
Few things strike such fear into sales professionals as when a competitor lowers prices. The knee-jerk reaction is to go toe-to-toe and price match. But this strategy is ultimately a zero-sum game; as prices drop and your solution becomes seen only as a commodity, it becomes harder to compete and harder to sustain profit margins.
Set bigger goals for your leadership and sales teams. Why not reach for 10X your typical business goals?
It’s no secret that the sales team is an instrumental piece within an organization. That team requires a strong Sales Leader in order to continually deliver on sales goals to keep the company moving forward. But it’s important to keep in mind that while a team member may be a strong salesperson, that doesn’t mean their skills will translate into them being a strong Sales Leader.
The Covid-19 pandemic dealt everyone a tough 2020, and perhaps now you’re starting to notice some momentum as the economy starts to re-open. Maybe you’re thinking, “we’re seeing a light at the end of the tunnel; let’s just keep doing what we’re doing,” but if the pandemic has taught us anything, it’s that the strategy set six months ago may no longer be applicable.
As we round the corner to the last few weeks of Q1, it is the ideal time for Owners and Sales Leaders to assess how well the strategies and tactics in their sales plans are playing out. This is especially important this year as we monitor how various industries are rebounding from the pandemic, and how some are likely to remain constricted.
