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The Challenge of Networking

Referral prospecting is one of the most efficient, and least frustrating, of all sales methods. It is a closing activity that needs to be practiced, rehearsed and tracked for efficiency.

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existing customers

Smarter Negotiating

All of us negotiate. We make some deals and some we miss out on completely. Sometimes we achieve more than anticipated; other times we leave a lot on the table.

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The Sales Presentation

In qualifying the prospect, the Fact Finder uncovered key areas that need to be further articulated and explored. The result of doing a sales presentation then is to help the

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You Need To Stand Out In The Crowd

Your priorities have not changed. You need to transform your business processes, boost your revenue, improve your customer intimacy and foster the work of your entire organization. It is an

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Approaching Your Prospect

The approach is typically the first step in the sales process. It begins with your personal preparation and how you choose to create a good first impression. Here are some

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99 Percent Perspiration

There’s no substitute in the business world for good old-fashioned hustle and innovation. And, no one understands that success is “1 percent inspiration, 99 percent perspiration” better than companies that

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Time To Get Cracking

All kinds of things that happened in the last few years require us to change the way we do business today. The way we interact with customers, is one of

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Shrinking Idea to Revenue Cycle Time

We define Idea-to-Revenue (I2R) Cycle Time as the time it takes from the moment an idea is born within a company to when it is out in the market fully supported and ready to be sold. C2R cycle times can be unnecessarily long, partly due to lack of best practices, and partly due to limitations

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Five Factors Affecting Revenue Growth

A study by Bain and Company shows an alarming trend: the cost of sales and marketing is growing faster than revenues. Half of the companies surveyed experienced their sales and marketing costs rising faster than revenues. Ironically, when companies achieved high growth, their costs of sales and marketing, as a percentage of sales, remained flat

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How the “Care Factor” Impacts Revenue

When I was VP of North America Teleprospecting at a $3B Global IT Solutions company, I managed a team of 40+ Teleprospectors based in the US, EMEA and AsiaPac. Our job was to feed quality Sales Qualified Leads (SQLs) to the 1500 person Field Sales team. Our focus was Global2000 companies with budget to purchase

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The Close

Closing tends to be the most expected event in the sales process for management, sales, and prospects. While stressful, it needs to be done with care and professionalism. Your responsibility is to work the earlier stages of the sales cycle so that closing becomes a natural conclusion where both parties benefit, creating a Win-Win situation

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The Challenge of Networking

Referral prospecting is one of the most efficient, and least frustrating, of all sales methods. It is a closing activity that needs to be practiced, rehearsed and tracked for efficiency. Typically, you spend more time selling than prospecting. To begin, you go through your list of contacts. Many of your contacts will know someone who

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existing customers

Smarter Negotiating

All of us negotiate. We make some deals and some we miss out on completely. Sometimes we achieve more than anticipated; other times we leave a lot on the table. My approach to negotiations is not simplistic. Situations do vary, people vary, competitive pressures vary, etc. You cannot take a tough line and expect to

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