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….

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…

The B2B sales prospecting process, while a shared source of anxiety for sales professionals, is the most crucial facet of selling for almost all businesses. Sales professionals often find themselves racing against the clock to meet quotas. In fact, 42% of sales professionals regard prospecting…

There are many ways to be a good salesperson. On the flip side, there are even more ways to be a poor sales rep. Somewhere in between these extremities lie the good salespeople with poor technique. Sales, by its inherent nature, is a dance of…

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…

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…

Surely, you must have heard of the ‘dating‘ analogy when it comes to lead generation: First-time customers compare to your blind dates.  First ‘interactions’ can make or break your dating (think: marketing) game.  Establishing positive word-of-mouth and creating a memorable first impression are key. 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…