Sales Process

The Sales funnel enables teams to attract, nurture, and convert leads to generate revenue. It isn’t perfect, however — for a funnel that converts 3% of leads into sales, 97% are still dropping off. In fact, closing more deals and improving the efficiency of the sales funnel is a top priority for sales teams in North America. Improving sales funnel efficiency comes down to increasing conversion metrics across funnel stages, and most importantly, the ROI (Return on Investment) of the sales funnel.  What’s the ROI of a Sales Funnel? ROI of the sales funnel is determined by the difference between…

In sales, only 34% of sales teams reach their quotas.  This means the vast majority make mistakes that not only cost them revenue, but drastically hamper both their team’s morale and productivity. In the fast-paced and cutthroat sales industry, these underperforming sales teams struggle to survive. The power to build a top-performing sales team falls on one person — the sales manager. Sales managers assemble their sales team and set the overall tone and dynamics for their department. A great team isn’t built overnight, however. It takes long-term planning and strategy, as well as time, know-how, and an understanding of what…

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…

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.  …