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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...

Why Sales Training Fails

Why Sales Training Fails

Achieving better ROI on sales training While it’s true that effective sales training can be transformational for sales teams, in reality, the majority of sales training falls very short of expectation. Typically, leaders seek training to help lift results. By helping...

Sales Capability: From Good to Great in 90 Days

Sales Capability: From Good to Great in 90 Days

Building your team’s sales capability Taking a sales team from good to great is not easy for small to medium business owners. With so many plates spinning, it can be hard to devote time to improving sales capability. You may not even like sales or feel equipped to be...

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...

5 Signs It’s the Right Time to Hire a Hunter

5 Signs It’s the Right Time to Hire a Hunter

Is hiring the answer? Strong sales capability gives businesses a distinct competitive advantage. One way to improve it is by developing a great sales team. However, hiring isn’t always the answer to sales problems or a surefire way to increase revenue.  When should...

5 Sales mistakes to avoid in FY2022-23

5 Sales mistakes to avoid in FY2022-23

From overselling to not understanding the prospect, there are many common sales mistakes that can significantly impact your business growth and revenue.   In this new financial year, train your sales teams to avoid these 5 most common sales mistakes: ❌ Not...