Sales News & Insights
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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. It provides a detailed blueprint for sales teams, guiding them through each step from initial contact to the final deal closure. This...
Essential Sales Communication Skills
Mastering sales communication skills is fundamental to the art of selling. Selling involves more than just delivering a pitch; it's about connecting, understanding, and persuading. In this intricate dance, verbal prowess, active listening, and emotional intelligence...
Embracing Change in Sales: The 4 Quadrants of Transformation
Change is indeed a fundamental aspect of the sales world, and it's something that we encounter daily in our profession. Embracing change is not just a good practice; it's essential for staying relevant in today's dynamic business landscape. In our industry, it's not...
How to Be a Great Sales Leader: 4 Steps To Success
Sales leadership is a role that demands strategic vision, the ability to communicate and build relationships effectively, and the skills to develop and nurture a winning sales team. A great sales leader doesn't just focus on hitting targets; they create an environment...
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
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
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
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
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...