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man signing a document and closing a deal

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

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A man and women on their laptop and iphone networking

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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two people discussion how to sell new products to existing customers over coffee

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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women giving a sales presentation

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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white puzzle with one piece missing that stands out

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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Person doing work on a laptop

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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Two people perspirating while running at sunset

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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Is Your Company Complacent?

Over the past 20 years, my main focus has been to turn around lack luster sales and marketing organizations. I have done so over 50 times, and one of the most common phrases I hear from clients is: “It is what it is!” I have found that when clients use that statement they are saying

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3 Questions to Ask when Interviewing Potential Hires

In this job market, when companies have open Teleprospecting positions (or any open positions, for that matter) they tend to receive a large number of resumes.  The position is open for a reason and any delay in filling it may delay sales funnel growth.  That is why companies feel compelled to get the hiring done

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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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Two people talking over coffee

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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man signing a document and closing a deal

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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A man and women on their laptop and iphone networking

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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