How to avoid common mistakes that lead to losing major clients?
Imagine this: you’re an executive who has poured time, money, and resources into building what you believe is an all-star sales team. The road has been extensive, the CRM software is top-of-the-line, and the performance incentives are generous. Yet, despite all these investments, you face the unpleasant reality of losing a major client. This scenario […]
SPIN Selling: A Masterclass for Sales Professionals
Selling isn’t just about pushing a product into the market; it’s about understanding the customer’s needs and presenting your product as the solution to their challenges. One methodology that has proven its mettle over decades is SPIN Selling. Created by Neil Rackham after observing over 35,000 sales calls, SPIN Selling redefined how salespeople approach the […]
Boost SDR Performance with Expert Ramp-UP Tips
Sales Development Representatives (SDRs) are not just another role in the sales organization, they are the backbone of its success. They are the front line, responsible for identifying potential clients, generating leads, and feeding qualified prospects into the sales funnel. The journey from hiring an SDR to turning them into a productive sales team member […]
Mastering Influence in the Sales Process
Corporate sales—there’s nothing quite like it. Modern organizations’ high stakes, complex decision-making, and labyrinthine structures are not a game for the faint-hearted. No, this is where the real players come to test their mettle, where deals are won and lost in the shadows of boardrooms and back offices. At the heart of this battle lie […]
How to Calculate Your Sales Ramp-Up Period Effectively
The sales ramp-up period refers to the time it takes for a new sales representative to reach full productivity from the moment of being hired. It is important for companies to accurately calculate this period in order to manage costs and resources effectively. Understanding the length of the sales ramp-up time enables executives to make […]
Account-Based Marketing (ABM): What It Is and How It Works
Recent studies reveal that 62% of marketers affirm that ABM (Account-based marketing) has notably improved their marketing initiatives, highlighting its ability to drive personalised engagement and cultivate stronger client connections that lead to higher revenue. For executives navigating the dynamic realms of sales and marketing, comprehending the transformative impact of ABM is not merely advisable […]
What is Sales Tracking and How to Design Yours (Examples included)
Sales tracking is not just a process; it’s a strategic tool that allows for a detailed analysis of each stage. This in-depth understanding paves the way for proposing improvements, executing new ideas, and betting on business development, making the entire process much more straightforward and rewarding. The sales tracking process is not just about numbers, […]
How to Master Each Stage of the Sales Cycle
The duration of working with a buyer varies depending on what’s being sold, whether goods or services. It could take a few minutes for food products or several weeks for B2B software sales. This process is known as the sales cycle. A sales cycle is a defined stage of actions taken to make a sale. […]
How to Calculate the ROI of Executive Coaching
Calculating the Return on Investment (ROI) associated with Executive Coaching can be a significant challenge for many business people. It depends on numerous factors and the business climate, but there are some solutions available when it comes to calculating the return on investment. In this article, we will provide you with some general examples and […]
7 Questioning Methods for Improved Client Interactions
7 Questioning Methods for improved client interactions Mastering questioning techniques to improve client interactions is not just a skill but a crucial tool that can significantly influence your company’s success. Effective questioning is the key to unlocking information and positioning your product or service as the ultimate solution to your client’s problems. To understand how to […]
