Cold calling to turn prospects into leads is one of the most dreaded yet essential tasks for sales personnel everywhere. Balancing the need to generate new qualified leads with other responsibilities can lead to wasted time and the overburdening of your staff. Since your revenue will not increase at a rate that you would like without the introduction of new business via lead … [Read more...]
Becoming an entrepreneur has become popularized in recent years due to the success of Silicon Valley startups like Facebook and Google and celebrity entrepreneurs like Mark Cuban and Gary Vaynerchuk. Despite the popularity and glamour of building your own business empire, the realities can be harsh and cruel. Here are 4 factors first-time entrepreneurs must not forget when … [Read more...]
Anybody who has worked in sales will know that getting through to the decision maker isn’t always the easiest of tasks. Most phone calls to businesses are handled by the gatekeeper, who after listening to countless sales pitches every day, will have no issue with disregarding yours either. Ultimately though, if you cannot get through to the key decision maker, you are not going … [Read more...]
Can you imagine a movie without a screenplay? We bet you can’t. Movies are made to tell stories, and each film needs a script to make the story clear and meaningful. The same goes for sales business. Selling a product is nothing more than the storytelling process, in which you are trying to convince the prospect to buy your products or services. This means you need to … [Read more...]
If you’re in charge of running a business or startup, it’s smart to take time to think about how you should set a price. If you do it right, you might even see an increase in sales and profit. However, setting the right number for a price isn’t the only thing you have to account for. When considering buyer psychology, you need to carefully choose how you portray the … [Read more...]
When your sales team receive an email inviting them to attend a sales training course, you can bet that they are going to sigh, roll their eyes, and try to do everything they can to get out of it. Why? Because your sales team want to spend their time doing their job – making sales and forming relationships with your prospects. Unfortunately, some sales representatives have … [Read more...]
When it comes to small business sales strategy, you could approach it in a lot of different ways. But one of the most basic ways is deciding if you prefer a broad, shallow customer base, or a narrow, but deep base. There are benefits and disadvantages to both approaches. A Broad, Shallow Customer Base This type of sales approach means you have a large number of customers or … [Read more...]
Starting a business is a dream for many people, but it can be hard to find success in markets already spoken for by large companies. In an ever-changing business climate, many small businesses and start-ups are finding their success by offering something new. Pioneering your own field comes with plenty of risk, but if you find success, you may change the game and find … [Read more...]
The lifeblood of business is leads, and generating them has only become harder as more noise competes for the user’s attention. Engagement is a nebulous idea, but it’s a concept that you need to pinpoint if you’re going to find success with any effort. In order to maintain engagement with the brand, it’s important to utilize every aspect of the sales funnel. First, you’ll … [Read more...]
We live in a world of information overload. The direct effect is that getting people’s attention is harder than ever before. Customers have been empowered with increasing access to choice and knowledge. The beginning of any purchase journey is progressively migrating online, with salespeople losing influence as prospects utilize them later in the buying process, if at … [Read more...]
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