Sales Strategy

B2B vs B2C Sales Process Design

B2B vs B2C Sales Process Design

The sales process is the backbone of any business's revenue machine. Still, it varies vastly between B2B (business-to-business) and B2C (business-to-consumer) models. While B2B sales involve complex decision-making dynamics and prolonged nurturing of client...

Everything You Need To Know About Lead Qualification

Everything You Need To Know About Lead Qualification

Lead Qualification is an essential component of the sales process, acting as the backbone of a successful sales strategy. It involves a meticulous evaluation of potential customers to determine their readiness and capability to make a purchase. Through this process,...

What is a Sales Pipeline?

What is a Sales Pipeline?

“It's not just a roadmap for your sales process; it's the blueprint for your business's growth and a testament to your team's efficiency.” A quality sales pipeline can be the key to unlocking the full potential of a business's sales process. It's a visual...

What Is Sales Process Mapping (And Why Should I Care)?

What Is Sales Process Mapping (And Why Should I Care)?

Sales Process Mapping is the key to unlocking a streamlined and consistent approach to converting prospects into loyal customers. Through this method, businesses craft a detailed visual representation of each step a sales team must take, from the initial contact with...

How to Calculate Customer Lifetime Value and Why it Matters.

How to Calculate Customer Lifetime Value and Why it Matters.

Creating customers for life. You may have heard the saying “it costs five times more to acquire a customer than it does to retain your existing one.” While every business is different, it’s still a good rule of thumb to keep in mind. Selling to strangers is always...

3 Metrics To Track for a Better Win Rate

3 Metrics To Track for a Better Win Rate

Fine-tuning lead conversion through better understanding of metrics. Obtaining a lead is one thing in sales, but it is actually the conversion of that lead that at the end of the day really matters. Lead conversion is one of nine key KPIs we measure in sales, and it...

The Important Link Between Customer Journey and Sales Process

The Important Link Between Customer Journey and Sales Process

How aligning to the customer journey enhances your sales process. Nothing really is more important to mapping your sales process, than understanding the customer journey. Now I know that term “customer journey” has been pretty buzzy, particularly since the pandemic...