The novel coronavirus or COVID 19 has most people locked inside their homes, owing to complete or partial lockdowns in major economies around the globe, which is essential to flatten the curve but also has several impacts on businesses. For example, disrupted supply chains, fluctuations…

Traditionally, sales and marketing are considered two different business functions. On the one hand, marketing relates to generating interest in the goods and services being sold, while sales refer to the set of defined activities that will convert a prospect into a buyer. However, both…

Here’s some food for thought. When it comes to the sales process (or the prodigal ‘sales cycle’), who do you think is at the steering wheel? Ask any experienced salesperson, and the answer would be the same – the decision-maker. With that being said, the…

There are good questions. There are very good questions. And then there are questions that lead to sales. Everyone can ask questions. However, the trick to close more deals is to ask the right questions that add value to the prospect qualification process. As a…

“Jacob, tell me about your product and pricing in detail. You’ve been discussing this with Emma for months now and she seems convinced. So, today we are here to close the deal.”, said Olivia, CTO of the client’s company. This was Jacob’s only chance to…

As a salesperson, you’ve probably faced more dead deals than you’re willing to acknowledge. So much so that they have become an expected outcome of your sales process now. With 98% of the leads that salespeople receive not resulting in closed business, you’re hardly to…

With over 4 billion email users worldwide, it is no surprise that cold emailing is at its peak right now. On average, a regular email user receives 147 new emails per day. While this is a positive number for reaching out via this medium, you’re…

Accenture, in a recent report, pointed out that up to 90% of B2B executives consider customer experience (CX) as a critical factor in achieving their organizations’ strategic priorities. Another study indicates that 75% of business buyers expect companies to anticipate their needs and send relevant offers,…

No company will ever take the risk of hiring a developer before testing their coding and development skills. So why should they hire a salesperson without testing out their capacity to sell? Bad hiring decisions can have great financial implications, considering companies lose nearly 30 to…

Speaking of Follow-ups, this needs to be the top priority in sales reps’ task. You cannot expect the customer to reply actively and promptly every time you send out an email. Whether you have talked to prospective customers in an event, or via emails, over…

1. Personalize- Mass emails are now an old part of outbound marketing. Customize your email with customer’s name, company name, designation, citing a relevant happening, addressing a specific problem Mass email vs. personalized email Mass Email– It is the same email sent to an extensive subscriber list yielding a low conversion…

  Top excel data analysis functions you need to know  As a sales executive, maintaining sales lead database in excel sheets is a big task. You experience the agony of selecting or choosing formulas or applying those functions to analyze your data sets. If the…