Fun Fact: You sales intelligence to acquire a new client than to retain an existing one!  It must also be mentioned herein that howsoever important customer retention may be, getting new clients is a clear indicator of the growth of an organization. Needless to say,…

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,…

Cold calling is one of the hardest aspects of a sales rep’s job, considered an outdated method in the digital age by most sales professionals. Unfortunately for them, cold calling is also one of the most effective ways to reach potential customers. And the numbers…

1- “Stop selling. Start helping.” – Zig Ziglar  2- “In sales, a referral is the key to the door of resistance.” – Bo Bennet  3- “You have to drop your sales mentality and start working with your prospects as if they’ve already hired you.” –…

The world of sales today is even more competitive than it was just a few years ago. Accelerated by the sea of companies and consumers who need these companies, the job descriptions of sales reps are getting tougher and tougher, with 61% believing it was…

As a sales or marketing professional, you must have come across the term ‘lead qualification’ or ‘prospect qualification’ multiple times. In simple terms, a lead is someone who can potentially become a customer – meaning not all the leads that enter your sales funnel are…

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…

Did you know that a staggering 49% of buyers prefer cold calling as the first point of contact?  Cold calling is not dead.   On the contrary, it has been found that a large number of prospects, especially in the technology and professional services, respond well to cold calls.  …

With the advent of technology in sales and the birth of sales automation software and related tools, it was presumed that sales robots are bound to take over the industry. However, these fears were put to rest as it soon came to light that the…

The world of sales has undergone a sea of change. Today, owing to decreasing profit margins and heavy competition in most industries, businesses are looking at sales and marketing models that are less cost-prohibitive and possess higher closing rates as compared to the traditional outside…

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…