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 [...]
In a recent article we described how Artificial Intelligence (AI) is changing the future of sales. Simply put, AI uses the simulation of human-like intelligence, including patterns of thought and predictable action, via software, to predictively simplify, enhance, and automate many segments of the sales process. A key word in this description is "automate.” Which brings [...]
In 2020, the economy was rolling along until the pandemic brought the entire world to a halt. Demand quickly plummeted as people were quarantined at home and many workplaces rapidly transitioned to remote work. Now, as things seem to be returning to “normal”, many industries have seen their sales numbers recover. I am no economist, [...]
Perhaps Jeffrey Gitomer – author and expert on selling and customer loyalty – said it best: “People don’t like to be sold, but they love to buy.” Today, sales prospects want solutions for their needs, cures for their “pain.” And when they perceive that’s what they are getting, they “love to buy.” To achieve those [...]
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 [...]
A lot of people are challenging their business assumptions right now. After nearly a year of coronavirus lockdown and continuous pivoting to stay viable, how in the world do you set clear business priorities and goals for the coming year? I’ve been thinking about this a lot – how do businesses, and business leaders, move [...]
