One
of the greatest challenges for salespeople is (and always will be) gaining
the first meeting with a prospect. These seven ideas will make it easier for
you to gain the ever-important first meeting with your dream client.
1. The goal of the first
contact is an appointment, one that you...
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For all of you sales leaders out there,
here is an excerpt from CEOMarc Benioff's book "Behind the Cloud." Here, Marc
dips into The Sales Playbook and offers us a look at telesales effectiveness.
In
this war against the software industry model, our marketing team was our
Air Force,...
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According to
an HBR article, wise executives and management tailor their approach to fit the complexity of the
circumstances they face. This, of
course, begs the question: how correctly are leaders managing the complications
vs. complexities of B2B sales productivity? The article notes that...
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When you’re talking about growing small and medium-sized
businesses, you cannot overemphasize the importance of customer retention. According
to Bain & Company and
Harvard Business Review, boosting customer retention by 5% increases
profits by 25% to 95%. Due to the high cost of acquiring new...
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60 Minutes
Sports recently aired a segment on the head coach for Harvard Crew, Harry
Parker. Mr. Parker coached Harvard Crew
for 51 years, and according to some, is the winningest coach in all of
sports. Ever.
As I watched the segment, it dawned on me how very...
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The number one way to repeat your
biggest sales wins is to conduct a special form of sales analysis.
A lot of salespeople have been
taught by their sales managers that “if you lose the sale you never want to
lose the lesson” and as a result, they may conduct a Lost Sales Analysis hoping to learn...
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In an industry that's constantly changing, there's one truth that you can always rely on, regardless of the trends, tools, or stats that are currently making headlines:
Be the kind of company your customers need.
In other words, become a customer company—a company that enhances the...
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Why do salespeople love sales tips and quotes so much? It’s probably because we believe in our own potential, our capacity to
learn and grow. We’re constantly striving to conquer new sales challenges, close new
deals, and shatter old records.
That competitive spirit drove my team at...
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If you want to make true sales success a reality, you need to know where to start. Winning at sales is all about hiring the right team, inspiring them, and ultimately getting them to crush goals. Read on for best practices you can implement in each of these stages, derived from the ebook, Grow...
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![How to Survive (and Thrive) in the Customer Revolution [INFOGRAPHIC]](http://www.salesforce.com/content/dam/blogs/legacy/2013/10/6a00e54ee3905b8833019b0080eac5970.jpg)
