Any business that’s in it is for the sake of making money. Plain and simple. That’s more or less the reason why they sell. While this is as obvious as the morning sun, understanding how that money is earned, recorded, categorized, and analyzed isn’t. There…

A 2019 survey brought to light that nearly 67% of salespersons are either experiencing or close to experiencing workplace burnout. That’s a significant section of sales reps in the industry! These figures reiterate the fact that being a salesperson is not an easy job. In…

Consultative Selling is the delivery system for value. In return for improved customer outcomes, Consultative Selling delivers improved margins back to you.  – Consultative Selling by Mark Hannan  Popularized through Hanan’s 1970 book, consultative selling has been a game-changing sales strategy and has heavily influenced…

In the perfect world, you’d be closing sales smoothly – without any counter questions or objections. Alas, the world isn’t perfect, and selling to prospects is not that easy. That’s why successful sales representatives are highly regarded, for their ability to convince prospects with proper…

Much like crossing the finishing line of a grueling marathon, the closing part of any sales activity is the most fulfilling and thrilling aspect for a salesperson. It’s the final moments when the sales rep strikes the iron while it’s hot and finally watches their…

Expanding the client base and adding new streams of revenue are the primary goals for most B2B firms. However, it is also a fact that B2B companies struggle quite often with lead quality, if not volume – which leads to enormous wastage of time and…

The recent outbreak of the potentially fatal virus which has spooked countries over the world is also making headlines for disrupting global practices across sectors. The wave of uncertainty brought about the virus is leading major institutions and banks to cut forecasting for the global…

Did one of your emails bounce back? Don’t worry; it happens to the best of us. Emails have been a time-honored way of corresponding with people for reasons both professional and personal. You send emails for almost every use possible. That being said, the sphere…

As per the Deliverability Benchmark Report, nearly 20% of the emails you send to your subscribers fail to make it to their inbox. This fact highlights that no matter how hard you work on your subject line and the email content, one out of five…

Selling your product in 2020 is only going to get tougher! Research suggests that visitors to your website seal your fate in less than 15 seconds. Yes, you only get about one-fourth of a minute to amaze your site visitors before they potentially lose interest and…

There are several crucial factors that can help transform your relationship with your clients from potential to actual. For example, timing; connecting too early means that your lead is not ready to make the purchase. On the other hand, waiting it out for too long…

In football, a play is the “plan of action” or the “strategy” the players are to use to move the ball down the field. Similarly, a sales play gives your sales team the methodology they ought to use to move the prospect from the discovery…