Jane had a good problem. A very exhausting good problem. She had leads pouring in (that’s the good part), problem was, they were all pouring into her computer (that’s the bad part)—but, as Sales Manager, she had to take the time to sort through each lead to find where she should forward that lead. [...]
Sales territory management is more important than many may realize. It can boost your sales team’s morale, increase sales, provide a larger customer base and inspire team unity. Here is how to create your sales territory plan: Define your larger sales goals Before you have a plan, you need a goal (or goals). And there [...]
Sales territory management is more important than many may realize. It can boost your sales team’s morale, increase sales, provide a larger customer base and inspire team unity. Here is why you need a sales territory plan: It helps you target specific industries, regions, opportunities, and customers Instead of targeting customers geographically, you can now [...]
Sales territory management is more important than many may realize. It can boost your sales team’s morale, increase sales, provide a larger customer base and inspire team unity. Managing a sales territory without the right tools is a hassle and a challenge. Without a CRM you’ll just have a list of names, addresses, and phone [...]
You only have so many hours in a day, so your sales team should focus on the best leads. A core principle of effectiveness is based on the idea that there’s just not enough time to do everything that you want to, so you must prioritize your activities based on which ones will get you [...]
Today’s sales environment requires salespeople who can draw on more than just knowledge of facts and features to solve a prospect’s problem. Here are six skills, techniques, and traits that are indispensable... Expertise This should come as no surprise: know what you’re talking about! Often, prospects are better informed than salespeople. Sales conversations start much [...]
Without a well-defined and automated sales process, you’re essentially flying blind—you really don’t know how you’re doing until the month ends and you tally up where you stand. Having a well-defined sales process often spells the difference between failure and success. Do you know where the leaks are in your sales process? Automating your sales [...]
Why did you choose to become a productivity expert? What could be more important in life than learning how to live? Here’s a little background: I started going blind when I was 17. This year, I qualified for a new surgery and a new implant that gave me my vision back. I’ve been blessed—and I [...]
Why did you choose to become a productivity expert? I’ve always been fascinated by why some people achieve extraordinary levels of success and yet others struggle. I wanted to know what separates success from mediocrity, abundance from scarcity, and happiness from depression. What was it that made some people rise above challenges and others hide [...]
With the arrival of another new year, many companies are already tracking their sales results against annual sales forecasts. Inevitably, some will discover that their sales results are not measuring up to the quotas and outcomes that they expected. Of course, conditions in the marketplace and customer behavior often dictate sales success or failure, but [...]
Christmas is just around the corner, but there is still time for small business owners to leverage the season when it comes to sales. There are some last minute promotional tactics for small business owners that can measurably increase sales while also jump-starting customer loyalty and brand recognition. Email Marketing One of the most straightforward [...]
Too often, businesses overlook referrals. They expect referrals to take care of themselves, or they just don’t know how to get to them. But referrals are among the most significant sales tools at your disposal. They cost you very little to encourage and receive, and they should be a focal point for your business if [...]
