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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: Building a consistently high-performing sales team is a strategic endeavor. By focusing on meticulous planning, ongoing development, and fostering a supportive environment, you can dramatically increase your odds…
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Retaining Clients vs. Chasing Leads – Mistakes And Solutions
Are you spending too long chasing NEW clients instead of RETAINING your existing ones? 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 to new clients than…
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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…
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The Art of Presales Engagement in B2B
In the world of B2B sales, the presales stage is a crucible. It’s where deals are forged or fractured, and where 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…
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How to Attract Better Prospects
What are the best ways and the best practices for attracting better prospects for your business? 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…
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10 Ways to Make a Bad First Impression During Business Outreach
For people who are uncomfortable with direct sales contact, conducting business outreach might be a compelling alternative to cold-calling; however, when adopting business outreach strategies, it’s crucial to take into account the impact a “strategy” may have on your brand. As an introvert, I’ve spent the majority of my entrepreneurial life mastering the techniques of…
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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…
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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…
