Pipeline management is one of the most daunting aspects of the job of a sales leader. In the past, communication only took place through phone, snail-mail, and in-person meetings. Cold-calling was the strongest tool in your sales arsenal. In the last decade, sales reps could…

In B2B sales, there is very little scope to play it by ear. Every action, every decision, and every plan must rest on a well-defined and well thought out process. In fact, a Harvard Business Review study highlighted that companies that define and follow a…

Is your sales pipeline management on track and going well? A Vantage Point Performance and the Sales Management Association survey reports that 44% of business leaders think their company is ineffective at managing their sales pipeline. Another survey of B2B companies conducted by Harvard Business…

The outbreak of the novel coronavirus a few months ago has changed the very fabric of the entire world order. Countries are grappling with a terror that has disrupted the social, economic, and industrial structures of the pre-pandemic world. According to the UN Department of…

You start by locating an area that promises potential gold reserves. Then, you mine for the ores, and when you have enough, you smelt them to separate the gold from the fluff. This gold is further refined and processed to get the most from it….

According to a 2017 survey by Gallup, about 43% of Americans admitted to working remotely. Clearly, work from home models had been gaining traction even before the COVID-19 struck. Remote working allowed companies to tap into the global talent pools, harness their skills at an…

Sales processes are all about volume and velocity. Whether it is the first day of the month or the last day, if you are not marching towards your target figures, then you are not moving at all! However, when you are racing against the clock…

When reaching out to customers with an advertisement or a marketing message, it is essential to target the right market with the right message. If not – your message may reach thousands of people, but only a handful may be interested in your product, and…

The stage is set; your B2B sales and marketing team has discovered a hot, new lead. Now, it is only a matter of contacting your POC who can endorse your product or service and get the nod on the purchase! It sounds like an easy…

For those not in sales, selling products and services to clients sounds like an easy job. You make a few calls, reach out to potential clients, pitch your items, make some sales, and reach your targets. How you sell matters. What your process is matters….

Imagine a scenario where Companies A and B have identified similar audiences to target while selling their product or service. Both the companies leverage the firmographic (company size, product/service, industry, revenue, location, etc.) and demographic (titles of the contact, contact information, social media handles, etc.)…

The Coronavirus pandemic has been scary, to say the least. The unpreparedness of the world has brought us at a juncture where the future appears hazy and uncertain. Everyone is affected by the outbreak in one way or another. Schools and colleges have shut down….