The more problems you can find, the bigger your pipeline will be and the more sales you’re going to make. Selling is not telling; selling is asking questions. Fifty years ago, the biggest sales problem was that sellers didn’t understand their client’s needs. Incredibly, it’s still...
Just like fishing, an account manager involved in a complex sale needs to rely on a wide range of overlay expert resources to keep it all together. Landing an enterprise technical sale is like going deep-sea fishing and hooking a big marlin. You’re straining at the...
At the end of the day, it doesn’t matter how many visitors your website has if none of them buy from you. Google analytics provides the number of conversions your site generates, which is not the same as the number of people who become sales...
Marketing and sales alignment generates nearly 40% more revenue, but most marketing and sales teams remain in conflict. It is not uncommon to find a company, no matter how large or small they are, that’s dominated by either the sales or marketing team. However, it is...
One tool effective sales teams use to plan and maintain success is a sales process map. A sales process map provides a playbook so your team knows who does what and when to reduce inefficiencies and improve sales performance. It shows the journey a customer takes...