Prospecting is the lifeblood of sales. It’s one of the most important aspects of bringing new customers and revenue into your business. But how do you start sales prospecting? What are the different types of prospecting?
When it comes to selling, many of us feel anxious and ill-prepared. But it's something we all have to get good at it if we're to succeed in business. Without it, there'll be no customers, no sales, and no income.
Everyone who’s involved in sales wants to increase their conversion rates, that’s a given. But not many of those will actually take the necessary steps to make that happen. This gives you a perfect opportunity to set yourself apart from the rest of the pack
B2B sales can be rough and endless side-to-sides. And when you’re part of a small sales team, the going is even tougher. There are never enough hours to get everything done!
With any startup or small business, it’s exciting to make your first sale and start seeing your sales grow. But any company looking to grow bigger can’t count on singular deals alone to take the business to the next level.
Selecting the Sales Team is one of the biggest, if not the biggest, a challenge for any organization. Failure to achieve revenue targets, manage customer relations, and delivery service can be traced directly to hiring salespeople unequipped to carry out their assigned roles. Recruiting is a commitment; it should consume about a fifth of the sales
In the book Selling to Zebras, Koser and Koser noted that the most competitive company in an industry closes only around 15% of its forecasted sales, while its competitors close another 15%. This means a whopping 70% of prospects in an industry will never buy from anyone! Now, upon hearing this, most salespeople will try
Crafting a good sales pitch is not easy — but it might be one of the most important things a sales rep can do to improve conversion rates and quota attainment. That’s because it’s no longer a “pitch” in the sense that you throw information at your customer like a baseball pitcher at a batter
The ability to close is one of the most important skills for any salesperson to master. Closing the sale is all about showing the prospect that they’re making the right choice – and there are proven techniques that can help you do just that. These aren’t “tricks” to fool your next prospect into buying something
Where selling directly to a consumer (B2C) involves gaining that one individual’s buy-in, B2B (business to business) sales are a lot more complex. There may be dozens of people and multiple departments to convince of your proposition’s value. But the biggest problem sales teams face in the modern era is that potential buyers have access