According to a Harvard Business survey there was “an 18% difference in revenue growth between companies that defined a formal sales process and companies that didn’t.” Many B2B companies don’t take the time to lay the foundation for building a sales process that lasts. With this kind...
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Gaining new customers can be exhilarating. After all, it’s what we’ve worked for day in and day out with our business development efforts. Depending on the length of time and downright grind required to get to a yes, we can find ourselves eager to please our clients. So, when they...
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What makes a successful salesperson? This is a highly discussed question in our industry and one that’s liable to drive you crazy if you spend too much time thinking about it. While there may not be one right answer, we have a pretty good idea. After decades...
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CRM. Customer Relationship Management. You’ve heard it before, but what does it mean? And why is it important? A proper CRM system will align your sales, marketing, and organizational departments. Furthermore, it will also increase revenue and build stronger customer relationships. It’s a simple idea—put the customer...
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In last week’s blog post we talked about some tactics to employ should you find your proposals stalled. But we can’t highlight enough the importance of being able to tell the difference between a stalled deal and a dead deal. Don’t waste any more time on unqualified...
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The technology and level of connectivity we have today is unparalleled. And working smarter, not harder, is the name of the game for organizational leaders looking to grow their business. If you want to see new success in 2019, it’s time you tap into the tools of...
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