Category: Sales

Last update on

Mastering the B2B Sales Process: How to Effectively Reach Decision Makers

Budget and timing are the two major reasons why businesses and salespersons lose B2B deals. This is according to a report from Chorus. This gives emphasis to the fact that the B2B sales process is a long one and it needs strategic approaches not only in budget and timing but also in other key aspects. To be successful in B2B sales means to have a deeper appreciation of B2B processes and sales stages, determining and reaching the decision-makers, and knowing how to go through the sales process efficiently. Understanding the B2B Process The B2B process takes longer than B2C since:… Continue Reading
Last update on

Sales And Business Development Tips For Tech Companies

Software engineers often think about starting a web development business of their own. We may be talking about a traditional senior software developer working on a product after hours. No exposure to marketing, sales, and business development tasks at work. Traditional Computer Science degree. Complete focus on software engineering. Products Don't Sell Themselves They launch a product and probably sell through their own network or social media accounts. A couple of developers join the team, assisting with additional features, maintenance, and deployments. Have you started your own business as an engineer (or considered founding one)? The beginning is always tough - you… Continue Reading
Last update on

10 Sales Phrases You Definitely Want to Avoid During a Pitch

Overcoming your fear of sales is a key goal for entrepreneurs, new business founders, and people transitioning to the sales field. The only way to combat fear is through repetition - and in the context of sales, this equates to cold calls or emails. According to Salesforce, 92% of all interactions with customers happen over a phone call. While an introductory email can warm up a lead ahead of time, avoiding calls and scheduled meetings is almost inevitable, yet it has to be approached professionally and respectfully to your prospect. According to a survey led by HubSpot, there's a dramatic… Continue Reading
Last update on

Main Considerations When Working With Big Enterprises

Clients are not as different as you may think when working with small or big enterprises. At the end of the day, it is always about achieving results and communicating with the decision maker on the other side of the table. One important thing to note is that higher paying clients are often from larger organizations, and they are structured differently from small-scale businesses. Types Of Enterprise Businesses In terms of the organization structure, here are the types of enterprise businesses (small, medium, and large ones) that are worth noting up front: There are enterprises with thousands or tens of thousands… Continue Reading
Last update on

7 Strategic Ways to Build a Strong Sales Team For SMEs

Sales productivity is the rate at which members of the sales team acquire revenue for the business. High sales productivity is often a combination of several factors: Saleability of the Product The sales strategies used to sell the product Sales team management Individual sales team member’s ability to sell A strong sales team is one that hits quota and generates significant revenue for the business. However, building a strong sales team is often a process that combines hard work and luck. 1. Establishing the Right Mindset as SME Executives Everyone in charge of their own business should sell. That includes… Continue Reading
Last update on

How to Determine the Cost of a University Website?

Pricing is never easy. Estimating work is one of the most tedious activities for me when discussing a new project proposal - let alone a migration or something based on an existing code base. This was the reason for me to write Why Are Estimates Challenging For Custom Development Work? and engage in similar discussions every now and then. The main problem is that there’s often a disconnect between a customer’s expectations or budget and the cost of building a solution. Most of the actual development goes into building various layers that don’t expose UI, integrating caching engines, dealing with… Continue Reading
Last update on

The Definitive Sales and Business Development Process For an Outsourced WordPress Company

We’ve sold several 6-figure projects over the past few years remotely. I have never met some of our customers, and others we’ve met later on (8–12 months after we’ve already started the business relationship). Selling expensive software remotely is a challenging endeavor. It requires a good amount of reputability in the industry, a terrific track record of successful projects, a portfolio of respectable companies, good reviews and testimonials, great folks running the project, and ongoing marketing activities. And yes, we’ve lost a number of projects simply because we are not a local agency with an office next street, but that… Continue Reading