Even if your company employs the best sales professionals, there’s no guarantee of success. In our last post, we looked at some secrets of high-performing sales teams. One thing the top performers all share is a high level of accountability in sales. In many organizations, this word...
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Highly successful business owners understand the importance of the buyer’s journey. Managing and optimizing the process by which a potential buyer becomes a loyal customer is a part of running an efficient sales cycle. We’ve looked before at the utility of a well-defined sales process. However, in...
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In the pursuit of progress and improvement, there might not be anything quite as essential as sales goals. They’re what drive us to become better people and get better at what we do. Goal setting is an important part of helping any business perform at a high...
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What do the best sales organizations all have in common? The answer, along with a quality product or service and a defined sales process, is high-performing sales leaders. Great sales leaders not only have the power to generate top sales but should also inspire and coach the...
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According to a Harvard Business survey there was “an 18% difference in revenue growth between companies that defined a formal sales process and companies that didn’t.” Many B2B companies don’t take the time to lay the foundation for building a sales process that lasts. With this kind...
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Gaining new customers can be exhilarating. After all, it’s what we’ve worked for day in and day out with our business development efforts. Depending on the length of time and downright grind required to get to a yes, we can find ourselves eager to please our clients. So, when they...
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