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 more
Category: Sales Strategy
A 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 more
The 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 more
Sales 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.read more
Closing a Sale – What Does That Mean?
Has your sales team consistently missed sales targets at the last minute? Are they losing you business? Learn from our techniques and tips everything you need to know about closing a sale successfully.read more
Do You Need to Change Your Sales Process?
How long is it since you reviewed your sales process? We ask key questions to help you decide if and when yours needs an overhaul, and explain the benefits of tweaking it to increase your ROI in today's marketplace.read more