Sales Management
Four Steps to Contact Center Maturity
1Contact centers very frequently start small and evolve leading to silod operations that are built around lines of business or geographic areas. As businesses grow additional centers are often added... read more
Are Your Energy Sales Leads Getting Stifled?
It is becoming conventional to presume that just because you are not generating enough energy sales leads, you are doing something wrong. Again. It can be quite frustrating for companies... read more
On Sales Forecasting
Every sales organization has a sales forecasting process in place. This is usually done in a meeting or on a tele-conference.During this call each sales team talk about how much... read more
Don’t Confuse Buying And Selling!
I feel like I’m about to emulate the famous Gordon Gecko speech in the movie, Wall Street. In this case, “Selling Is Good! It helps our customers, it helps our... read more
Telemarketing Tips – Avoid Using It Like A Henchman
When you are using telemarketing in conjunction with event marketing, there are times when businesses use it in the same way classic villains use henchmen after inviting their own ‘investors.’... read more
Sales Leads Should Not Result In Cultural Collisions
Accounting firms can find it tough to acquire sales leads when culture comes into play. Your company not only seems to speak a different language. Your values can also differ... read more
Relationship Selling is a Game Prospects and Customers are Winning
You’ve probably heard people say that business and selling is a game. The assumption is that it’s a game that sellers have control over. With average closing rates standing at... read more
Is Your Sales Pipeline Dry? Five Signs You Need a CRM
3If you’re a small business owner who still hasn’t adopted a customer relationship management (CRM) system, then you’re falling behind. You need a CRM. According to a recent infographic by... read more
Lead Generation Tips – Put Your Foot Down (Quietly)
1Do no think you are the only one who risks abusing the tactics in your lead generation and appointment setting strategy. Even before the sale, plenty of these tactics are... read more
Sales Leads From Self-Respect Or Self-Promotion?
When getting sales leads for advertising, the dichotomy of self-respect and self-promotion can be an obstacle. Some businesses see running ads as the ultimate sign of selling out. Others see... read more
The 3 Levels of Sales Qualification: Account, Opportunity, Sponsor
It makes for pretty uncomfortable reading: CSO Insights’ latest global study of sales forecast accuracy suggests that – on a deal-by-deal basis – it is at close to an all-time... read more
On The Fence About CRM Software?
2Today businesses of all sizes and across all industries are looking for ways to improve their internal business processes and get an edge over their competition. Many have turned their... read more
How to Avoid the Hard Sell
Do you ever wonder why your customers call with seemingly “dumb” questions when the answers are blatantly described on your website? Just when you feel the urge to question their... read more
Motivating Sales Reps – What’s the Role of Money?
All sales managers face the challenge of motivating their sales teams. It’s one of the keys to sales success. Yet, talk with 10 sales managers and you’ll hear at least... read more
Telemarketing When Your Product Is More Advanced
Just because telemarketing seems old does not mean it is not incapable of promoting things that are far more ‘advanced.’ If such were the case, software companies would have lesser... read more
