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Sales reps: You are constantly educating yourself on the newest sales techniques and business trends, right? Well doesn’t it make sense to keep up with latest and greatest in social media? Social media is constantly evolving and sales reps need to evolve with it or risk being left behind. Social media tools are no longer only [more...] When demand is low and few are buying, how can you continue to hit your quota? In a recent interview of Tom Hopkins by Geoffrey James, Hopkins points out how crucial it is for sales pros to stay in touch with existing customers while finding new prospects. However, just staying in touch may not be [more...] Ensuring reoccurring business starts from the initial outreach to a prospect – before your customer actually turns into a customer. Turning a prospect into a customer and then into a reoccurring customer is all about building a solid relationship, from the initial first impression all the way to the final sale. In a recent article on [more...] With the recession underway, many companies that are looking for ways to reduce spending have tightened their travel budgets by cutting back on air travel, enforcing stricter travel allowances and substituting trips with web and video conferencing. Indeed, according to a recent corporate travel spending survey by the Association of Corporate Travel Executives (ACTE), 33 percent [more...] A recent Aberdeen Group research paper, Sales Intelligence: The Secret to Sales Nirvana, points to some key findings that reveal how “best-in-class” sales organizations* achieve above-average results–even as budgets shrink and sales cycles stretch out. Economic Challenges No Surprise, But Lead Quality Trumps Lead Quantity What is pressuring sales leaders, and what actions are they taking in [more...] One of the key questions that needs to be determined by sales reps is “against whom am I competing?” The answer determines not only pricing, but overall positioning of your firm’s value proposition and how to avoid the likely traps competitors will set for your firm. If the rep cannot get a direct answer from [more...] |
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