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Why Did You Lose That Sale? Turns Out Your Buyers Are Human, Too.

Most sales teams—whether formally or informally—will perform some type of win-loss analysis. The goal of these programs is to identify trends and patterns that can be replicated, or in the case of losses, avoided by your team in the future. But what happens when the results of a win-loss analysis demonstrate that buyers are perhaps less rational in their decision-making processes than we might expect, or desire?

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Are You Prepared for the Next Wave of Sales Technology?

There’s nothing quite so dreary as those dystopic portrayals of the future in film, TV, and books.

“The year is 2075, and humans now toil in perpetuity underneath their robot overlords. The atmosphere, stricken with pollution, blankets the planet in darkness and blots out the sunlight. Hope is all but lost for mankind. The horrors!”

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The Account Executive’s Sales ROI Checklist

When it comes to closing B2B sales, everyone wants bigger, faster, and more frequent. This pressure falls squarely on the shoulders of account executives, who are sent out into a strange galaxy to hunt new prospects, higher win rates, and stronger sales revenue. It can be an eerie hunt – especially when the path to success is murky at best.

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5 Ways Sales Pros Can Fill the Lead Pipeline With Referrals

Today, buyers are 5x more likely to engage with a sales professional when introduced through a mutual connection. It’s one of the core principles that makes social selling so effective. It’s also what makes LinkedIn the perfect platform for making the most of referrals. Here are five ideas for collecting and acting upon referrals through LinkedIn.

1. Identify Warm Path Connections

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