Why do some prospects take so long to close?

As an organization, if your sales cycles continually runs long, you need to improve your process for predicting, identifying, and removing obstacles to closing the sale.  If an organization wants to increase revenue, they should spend time eliminating impediments that slow the buying process.

By |2019-12-04T01:01:53+00:00June 12th, 2018|Advanced Sales, lead generation, Sales 101|0 Comments

Recharge and Engage

Time to evaluate the year your assumptions from the beginning of the year to adjust your second half to increase sales.  Also, how can you re-calibrate your metrics to attain the goal?  If you are using a CRM and keeping it up to date, this should take you a half of a day.   


Not All Prospects Are Equal

Skillful prospecting is paramount to any sales person’s success.  The trick is not to treat all prospects as equal.  A big deal and a small deal will take the same amount of time and bandwidth to work and close.  Contextualizing your universe increases the likelihood of beating your goals.  This exercise is six easy steps and only  

By |2019-12-04T01:04:22+00:00April 24th, 2018|lead generation, Sales 101, sales training|0 Comments

Increase Revenue Using Referrals

According to Heniz Marketing,  84% of B2B decision makers start the buying process with a referral. We all know referrals make selling so much easier.  In fact, people are 4 times more likely to buy when referred by a friend.  So why are sales people not asking for more referrals? 

By |2019-12-03T21:40:53+00:00April 10th, 2018|lead generation, Sales 101, sales training|0 Comments

Build a Better Prospecting Email

Forty percent of salespeople think prospecting is the hardest part of their job. Email marketing has proven to be a primary lead driver for many sales teams.  The key to increasing your response rate is having a great prospecting email.  Here are some components that make up a better email. 

By |2019-12-04T01:08:33+00:00March 6th, 2018|Advanced Sales, lead generation|0 Comments
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