Sales

How to Sell in Today’s Customer-Led Economy

Consumers have power in this customer-led economy. In the last decade, after the 2008 financial crisis and with the rise of digital communications, we’ve seen a massive shift in how businesses try to position themselves to potential customers. Is your business prepared to embrace that shift? Rising Expectations in the Face of Increasing Options In a world led and dominated by technology, it’s not easy to reconcile company-driven objectives with customer expectations. Marketing, always a core business function, is only rising in importance in this customer-led economy. Take the marketing technology industry as an example. Over the past few years, thousands…

What is Revenue Operations?

They say all roads lead to Rome. If you imagine Rome as revenue, then the role of revenue operations is to make sure that those roads are built in the most efficient way and that they are effectively signposted. Revenue operations, or “rev ops” in it’s shortened form, is the strategic alignment of sales, marketing, finance, and service departments to optimize revenue across the customer’s lifecycle. It’s where the science of sales analytics and the art of customer engagement are wrapped into a process to systematically improve how businesses generate revenue. At the heart of rev ops is the customer,…

How to End an Email Professionally: Sign-Offs to Use and Avoid

How to End an Email Professionally How you end an email and your email sign-offs are important. It leaves your recipient with a lasting impression of you – and you want to make sure that impression is a positive one. A professional email closing leaves the reader with a good impression of you and of your business. An unprofessional email closing has the opposite effect. You don’t want to use the same sign-off in every situation, however. Depending on the type of email you’re sending and how well you know its recipient, you can tweak your sign-off for best results….

Account Based Selling: B2B Sales Strategy

Account Based Sales: B2B Sales Strategy Account-based selling isn’t a new concept– but it’s recently exploded as a common practice in sales and marketing circles. Although many predicted the account-based framework would be nothing more than a short-lived trend, it’s actually proven to be a highly effective sales strategy. In fact, 86% of sales and marketing professionals have begun using targeted account strategies to generate new business for their companies. What is Account Based Selling?  Account-Based Sales Development (ABSD) is a strategic prospecting process that involves selling to targeted and highly valued accounts rather than focusing your prospecting efforts at…

Relationship Mapping Guide to Sales Success

Guide to Relationship Mapping for Success  In the business world, potential clients say “pass” all the time due to weak relationships and a lack of understanding. And so do existing clients. It’s a convenient way to move decisions forward. The more complicated the decision, the more at stake, the more important relationships become. What is Relationship Mapping?  Relationship mapping is a tool that helps companies: Win new clients Protect existing accounts Grow revenue among existing accounts Traditionally, relationship mapping meant actually building out a visual chart of all the key stakeholders. You’d typically create a card for each stakeholder, including…

The Ultimate Guide to Sales Prospecting

How does your sales crew approach their prospecting? For over 40% of sales professionals, it’s the most challenging part of the sales process. Even worse, prospecting has only become more challenging over time. Potential buyers are often inundated with hundreds of promotional emails on any given day. That’s why roughly 1 out of every 5 sales emails are opened, let alone further considered. Cold calls have fared a similar fate. From 2007 to 2013, the average number of cold calls required to reach a new prospect jumped from 3.68 to 8. On a day-to-day basis, these numbers can demoralize sales…

Guide on How to Choose the Right Email Greetings

How to Choose the Right Email Greetings  Starting an email seems like no big deal, but your choice of words can have a massive impact on how the rest of your message is received. In this guide, we’ll analyze the importance of email greetings, and provide you with examples of how to start an email—among them, you can find a suitable opening for just about any occasion. Understanding Your Email  The right salutation goes a long way in establishing a message’s tone. Consider the following factors before you decide how to start your correspondence: Your reader. Are you writing to…

Short, medium, and long-term changes to sales forecasts?

Four months ago sales forecasts were clouded to the point that businesses were left flying without any clear navigation to help steer them. Predictable revenue streams and indicators were not behaving as they would, which in turn, meant sales leaders couldn’t make strategic moves against risks and opportunity with confidence. Businesses have weathered that storm and whilst we’re still feeling the economic aftershocks of Coronavirus and subdued buyer confidence – we are beginning to see the wood through the trees. But, what have the impacts of COVID-19 been and how can businesses futureproof their short, medium, and long-term sales forecasts?…

Choosing a Sales Prospecting Technique to Generate Revenue

Choosing a Sales Prospecting Technique Prospecting is hard work. It’s long hours spent identifying prospects, writing emails and hammering the phones; much of it thankless. Really, it’s no wonder that roughly two-fifths of reps say prospecting is the toughest part of the sales process (compared to a third who say it’s closing and a fifth who say it’s qualifying leads). Part of the challenge with prospecting is the pressure of the situation. In most cases, stakes are high. Three in four companies generating fewer than 50 new opportunities a month fail to achieve their revenue goals, versus just one in 25 companies…

Sales Pipeline: The Ultimate Guide for Sales Leaders

A Guide to the Sales Pipeline The sales pipeline is where it all happens. According to research by Vantage Point, 72% of sales managers hold sales pipeline review meetings with their sales reps several times per month. However, 63% of respondents say that their companies do a bad job of managing their sales pipelines, which shows that there is massive room for improvement! In today’s digitally-connected world, sales and marketing teams are now more data-driven than ever before. This means that not only do we have access to a wealth of information to work with, but we’re also far more accountable for it. What is a Sales Pipeline? A…