Sales Process

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…

Did you know over 60% of companies say channel partners help strengthen their annual revenue? When implemented correctly, channel sales can be the key to lifting your business to the next level.  It is a strategy that can be adopted by businesses of all types.  Is your company in a position to implement a channel sales strategy?  Keep reading to learn more about channel sales and understand if it is the right way to grow your business.  What Is Channel Sales? Channel Sales is the practice of distributing your product to consumers through different selling platforms.  Say your direct sales…

In today’s business climate, where extended buying cycles reign supreme and scalability is coveted, Sales Ops are key to a successful sales organization. However, as it is a recent development of the sales arm, and its responsibilities are closely tied to both sales management and sales enablement, many of its functions remain hazy.  Let’s shed some light on the world of Sales Operations...   Sales operations have been around since the mid 1970’s, when XEROX developed the first Sales Ops team. The need developed when sales management could no longer juggle sales strategy, territory management, and data crunching with sales leadership.  …

You read the title right. Customer satisfaction can increase sales, but a great sales strategy can also improve customer satisfaction. It’s a two way street.  In order for the above to hold true, you need to truly know your customers. When you really understand who your target market is, you are better able to cater to their needs and wants.  If you understand how and why your product or service adds value to clients, selling won’t feel like selling. This will improve customer satisfaction because, at the end of the day, there is no better sales strategy than providing customers with the exact solution they need. …