If you’ve ever hired a salesperson who looked great on paper, only to find out they couldn’t perform to your expectations, you are not alone. However, the issue might not be the person’s résumé, or your expectations for that matter. The issue may be that your hiring practices, team structure, and compensation plan may be... Continue Reading →
You’re in business to make money. To make money, you need customers. To get customers, you need to convert qualified opportunities, and to get qualified opportunities, you need to start with leads. Generating the right type of lead that converts to a required sales volume is a complex process that creates a struggle for many.... Continue Reading →
Many salespeople believe that closing the sale is the most challenging part of the sales process. Buyers today are too savvy to fall for insincere closing techniques and most don’t appreciate a hard sell, but there are some tactics you can use to help close the sale. Below are some practical ways to help you... Continue Reading →
Overview Selling financial services to banks and credit unions is a long process, particularly if there are many players involved. It’s easy for a company with a long sales cycle to become impatient, especially when a big deal is at stake. However, having a structured process in place will help you to endure the long road ahead with... Continue Reading →
Various research shows that acquiring new customers can cost from five to seven times more than retaining current customers, yet the majority of companies are putting most of their resources into new business acquisition as opposed to customer retention.
In Michael Lewis’ 2003 book Moneyball and the 2011 film adaptation, the Oakland Athletics were faced with a severe financial disadvantage trying to bid on players against wealthier teams such as New York and Boston. It wasn’t until general manager Billy Beane hired Paul DePodesta, a number-crunching economics major, as his assistant that math was... Continue Reading →
“Don’t put the cart before the horse.” We’ve all heard the adage and understand its meaning. To do things correctly, one must have a process where things are done in a particular order – first things first. Most people don’t put their shoes on before their socks or drink their coffee and then add cream... Continue Reading →
If you aren’t seeing a steady stream of new opportunities in your sales pipeline, it might be time to determine whether your sales team and the processes they use are properly configured for success. Your salesperson may be wearing too many hats—or the wrong hat—which can have a negative impact on sales productivity.
If you are involved in any type of sport, you understand the importance of follow-through. Whether you are hitting a baseball, driving a golf ball, or shooting a basketball, executing proper follow-through can mean the difference between success and failure. Even in the business world, follow-through takes center stage as one of the keys to... Continue Reading →