Tag: sales tips

  • 5 Powerful Sales Prospecting Strategies for SMEs

    I remember landing my first consulting clients by sales prospecting through the following channels: The first one came from a friend providing consulting in a different field. He did reach out to me and asked if I was interested – so that worked out pretty well (a warm reference plus a vetted client). #2 was…

  • How to Attract Better Prospects

    What are the best ways and practices to attract better prospects for your business effectively? 40% of sales leaders claim that their top challenge to reaching their goals is to generate enough qualified leads through prospecting. A qualified lead is basically any company or individual who could become your potential customer based on certain criteria…

  • The Art of Presales Engagement in B2B

    In the world of B2B sales, presales engagement is a crucial stage where deals are forged or fractured, and building trust and understanding with potential clients is paramount. But with complex products, demanding decision-makers, and a cutthroat landscape, how can you ensure your presales team is engaging effectively and making the most of the B2B…

  • Retaining Clients vs. Chasing Leads – Mistakes And Solutions

    Are you spending too much time chasing new clients instead of focusing on retaining clients you already have? A Harvard Business Review report claims that acquiring a new customer is 5 to 25 times more expensive than retaining an existing one. I get extremely annoyed when my telecom or cable provider offers a better deal…

  • 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, including the ability to build a strong sales team. Building a consistently high-performing sales team is a strategic endeavor. By focusing on meticulous planning, ongoing development, and fostering…

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

    Budget and timing are the two major reasons why businesses and salespersons lose in B2B sales process. 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…

  • Winning B2B Sales Negotiation: Tips for Closing Deals Effectively

    The art of sales negotiation is a critical skill for closing deals effectively in the competitive world of B2B sales. Mastering sales negotiation involves understanding the needs of your clients, preparing strategically, and employing effective techniques to reach mutually beneficial agreements.  It is not merely about price haggling; it encompasses a comprehensive dialogue aimed at…

  • Why Clients Shouldn’t Ask for Discounts and How Companies Should Handle Negotiations

    Haggling for a lower price is so common that it could even get very challenging to tell the truth from the usual bargain. However, it should rarely be the problem of the salesman, business owner, or entrepreneur. Most of the time, it is the prospect’s problem. In this article, we are going to discuss the…