There are hard ways to close more sales—and then there are easy ways. If you’re looking to make some simple changes to your selling strategy that will have a big impact on your bottom line, it’s time to emulate the most successful salespeople out there.
The following 11 sales tips are quick, easy,...
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At its heart, compensation is a very human – and personal – issue. It’s how we are rewarded for the jobs we do – and how we earn our livelihood. It’s a value placed on the worth of our work and services.
As such, it can be emotionally charged. When value is misplaced, it can cause friction, angst,...
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The term ‘inside sales’ was first applied to remote sales in the late 1980s, when it was set up as the direct opposite of ‘outside sales’ – that is, the face-to-face field sales approach. For a long time, inside sales was seen as an outlier, a young upstart, and was relegated to the side lines of...
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All sales leads are not equal. I know this is something that most sales and marketing leaders understand and it’s why they put lead qualification and validation into most of their sales, marketing and lead generation programs. They don’t want to waste time and money like the companies that Straight...
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It's 2017 and IDC sees a future where CXOs are going to be more central than ever to critical technology buying decisions.
According to IDC FutureScape: Worldwide IT Industry 2017 Predictions:
Over the next three to four years, DX [digital transformation] efforts will no longer be...
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As 2016 comes to a close, it is already time to start thinking about and preparing for a new year, new business goals, and new sales targets. Despite the hustle and bustle of the season, now is when you should reflect on the year past, refocus, and prepare for the busy year ahead. And while...
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In 2016 CSO Insights reported that:
Fewer than 60% of B2B sales reps are hitting quota
Just 42% of marketing qualified leads are accepted and worked by sales
The #1 sales execution challenge is the lack of qualified leads
Sound familiar? It should because the situation has not changed much in...
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We’re two weeks into 2017, which means you’ve had more than enough time to think about what your business did — or didn't — accomplish in 2016. Or you could skip over the part where you dwell on the past and just start making plans for the future.
Where to start? We recently spoke to a handful of...
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As the new year approaches, we may laugh about the “new year, new me” mantra of our personal lives, but as customer expectations evolve at the speed of technology, it’s important to create business resolutions that set sales teams up for success. Sales teams are no longer the gatekeeper of product...
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