Category: Sales process

Task Prioritization: Do you spend enough time selling?

Improper task prioritization hurts more salespeople than you might realize. According to Cirrus Insights, a majority of salespeople spend less than half of their time selling. In most of the cases, salespeople spend anywhere between 15% to 20% of their time selling. With salespeople responsible for dozens of other tasks besides sales, it usually ends… Read more »

Finding your Sales Process: Which leads are hot and which are not!

  Stuffing up your sales pipeline with random, unqualified leads is a disaster for your sales process. Sales reps can make a list of leads without determining their use, but this is only good enough to relax your mind temporarily. Sales pros are always never interested in the quantity of leads, just quality. In plain… Read more »

Sales Success: Are you happy with your current number of (qualified) leads?

Thriving sales reps are mostly concerned about meeting their sales quotas. However, without following a proper protocol laid out by strategic planners in the company, a sales development rep might go astray and tend to end up considering every prospect a qualified lead. For beginners in this profession, everything feels and looks the same. To… Read more »

Why Lead Management Matters In Your Sales Process

How many of your prospects languish in pipeline purgatory? When it comes to your direct interactions with a prospect, every second counts. Their time is your most valuable metric. If you can’t meet them face to face, how do you know if they’re genuinely interested in what you’re selling? Every salesperson knows to pitch to… Read more »

How To Set A Consistent Sales Process

The Secret to Multiplying Sales Sales representatives who’ve spent time in the sales trenches know that it’s often feast or famine. But that’s because sales leaders often focus on the wrong things when forming and training a sales team. By creating—and using—a consistent sales process, sales leaders can make sure that they’re enjoying success twelve… Read more »

14 No-Fail Sales Follow Up Email Strategies

What if you had the ultimate sales follow up email formula? It takes an average of five follow ups to close a sale, according to Sapph Li from the Art of Emails. Let’s imagine leaving a meeting, sending an email, and instantly getting a response. If you could shoot an email to a cold lead… Read more »

10 Expert Sales Techniques Top Sellers are Using in 2016

We all need a quick refresher every once in awhile. Sometimes our sales processes can get so convoluted or mixed up in other activities, that getting a quick reminder of the basics can really help. That’s why we’ve put together 10 Expert Sales Techniques that should always stay at the core of your sales process…. Read more »

8 non-manipulative sales tactics that will blow your mind

Selling is an art, no doubt about it. The best thing about it is that is doesn’t have to be a soft shoe, toe-tapping, verbally acrobatic performance. The true art of salesmanship is all about the customer and creating a relationship with them. That’s why we’ve collected 8 non-manipulative sales tactics that will blow your… Read more »

How to Refine Your Sales Process

Unless your product literally sells itself, you’ve likely broken your sales process down into a number of segments. While your particular sales cycle may vary depending on your firm’s needs and offerings, the six basic  elements are: Prospecting Preparation Getting the appointment Presentation Answering objections Follow up Creating templates and checklists for your sales representatives can… Read more »