Goals give you something to shoot for in sales. But they come with a caveat! You need to plot your way down the field first with a series of goal-setting activities. Why? It’s simply more productive (and likely to bring more success) if you carefully manage activity...
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Tune up Your B2B Sales Strategy
How do you generate good B2B leads and convert them into new buyers? It’s not an idle question. The lead-gen process tests the minds of B2B sales and marketing managers the world over when considering their entire B2B sales strategy. That’s because a B2B product or service...
read moreWhy Managing Client Expectations is Important
As we’ve all heard a thousand times, expectations are everything. Remember when you were a child and there was something you were really looking forward to – seeing a movie, going to a birthday party, taking a trip – and it didn’t happen? Remember how disappointed you...
read moreA Solid Sales Process Increases Your Company Value
Is the value of your company falling? That’s “value” as in financial value, but also perceived value from your customers’ perspective. They’re linked, of course. If you’re less relevant to your target customers, you won’t close as many sales. Fewer sales, less revenue, less value. In the...
read moreThe Discovery Call – Your Most Important Sales Step
If your business goal is to win a sale, the discovery call is the most important step because it determines what happens next. For instance, the call might be the last you make to a particular prospect if it saves you time and keeps you from rooting...
read moreSales Forecasting: Best Practices For Success
Accurate sales forecasting is no longer a one-person job! Learn about how to combine best practices and fine-tune your forecast successfully to grow your business in 2022.
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