Sales Process

Why Small and Medium-Sized Businesses (SMBs) Require a Different Sales Process
Why Small and Medium-Sized Businesses (SMBs) Require a Different Sales Process You know that not all B2B customers respond to the same sales pitch. Each prospect poses a unique set of challenges because they each have their own buying process and specific needs. For this reason, the sales strategies you apply to larger organizations versus small and medium-sized businesses (SMBs) should be different.  SMB selling has its own set of rules because SMB buyers tend to want more insight, reassurance, and information before they are ready to make a purchase. For SMB sales, buyers want to take the time to learn all they can before making a decision. A mistake with....
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How to Manage Your Sales Pipeline for Better Prospects
How to Manage Your Sales Pipeline for Better Prospects Prospects are one of the factors that keep a business alive. Salespeople have to turn those prospects into clients that will stick to your product or service for a long time.  This task isn't as easy as it should be, especially if your pipeline gets clogged with prospects who haven't contacted you back in years. Here’s how to manage your sales pipeline, and make room for more prospects that will turn into clients. Keep Your Data up to Date If a lead was good six months ago and then dropped off the surface of the Earth, touch base with them.  ....
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Consultative Selling: A Complete Guide
Consultative Selling: A Complete Guide Traditional sales techniques often come across as pushy and impersonal. In fact, only 13% of customers believe a salesperson can understand their needs.  With so many solutions available to customers, there is one factor that will eventually make the difference between closing the deal or missing out on a valuable opportunity - the trust you build with your prospects. What is Consultative Selling? The consultative selling approach centers on guiding your prospect to the solution that works best for them. You act as a consultant and encourage your prospect to make their own decision. Ultimately, your goal is to still....
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B2B vs B2C Sales: What Are the Key Differences and Similarities?
B2B vs B2C Sales: What Are the Key Differences and Similarities? When getting started in sales, it is crucial to always understand the customer you are selling to. Sadly, only 13% of customers believe salespeople are capable of understanding their needs. That leaves 87% of salespeople who don’t truly connect with their prospects, endangering the deal right out of the gates. By knowing exactly who you are targeting, along with what messaging is appropriate for the scenario, you avoid wasting time and resources on the wrong prospects — a misstep that can result in confused goals and missed opportunities. Knowing the difference between B2B and B2C is a fundamental part of....
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