Even if you are getting loads of leads, website traffic and call connects, it doesn’t mean you are hitting your key targets. Your conversion rates could be falling, and there is no one-size-fits-all method to make radical changes. Every business is different and the reasons prospects fall between the cracks vary. It’s not easy to […]

Key account management (KAM) has evolved radically over the last five years or so. The traditional focus of managing a large customer relationship is still tacit, but today a more sophisticated business model is required. Customers and suppliers seek to co-create value – and KAM is the perfect way to achieve this. When key account […]

We take a look at how to unite your sales and marketing teams by creating unity, developing peer-to-peer recognition and keeping the forward momentum going. A Match Made in Heaven, Gone Wrong? Sales and marketing are a match made in heaven… or at least they should be. And as with any good match, it’s important to […]

The Sales dashboard is a salesperson’s best friend, and rightly so. It’s where salespeople can get quick and easy access to digest information on a variety of metrics and key performance indicators (KPIs). And with the vast amount of today’s digital tools storing so much data within its systems, a Sales dashboard is where users […]

Speak to any salesperson and they’ll tell you that their role is all about goals. Meeting their personal goals, exceeding their team’s goals, wanting to earn incentivised goals, achieving the goals laid out to them by their mentor – the list goes on. So if your sales reps only have one goal then you know […]

Selling to a prospective customer who you suspect or even know isn’t going to buy your product is one of the most frustrating and costly elements of sales. Not only does a customer saying ‘no’ drain your businesses’ productivity and budget, but it also saps your employees’ morale. However, understanding the prospect’s pain points will […]