August 15, 2019 Comment off
The 5 Key Benefits of an Effective Revenue Management System
Revenue management brings a variety of benefits to the Finance and Sales teams, customers, and partners. Here are the top five benefits of an effective revenue management solution. 1. Revenue Management Helps Manage Cash Flow: Cash flow is the amount of cash a company has or expects to have, on hand at any given time. […]
August 15, 2019 Comment off
5 Ways Modern Learning Platforms Boost Onboarding Effectiveness
If you’ve ever organized a classroom-based onboarding session for new hires, then you have something in common with the director of a play: You know what it’s like to pour a lot of time, energy and money into a “live” production that may go over well one day, but fall flat the next – a show that […]
August 15, 2019 Comment off
Sales Readiness Unlocks Revenue Growth
The B2B landscape is rapidly evolving. Sales teams must keep pace with the latest market developments, new products and services, buyer behaviour, competitor news, and much more. The flow of information is unending. How can your sales team keep up? The answer is sales-readiness. Sales readiness encompasses efficient onboarding, ongoing sales communication, and effective coaching […]
August 7, 2019 Comment off
Here’s Why You Should Send Your Marketing People to a Sales Conference
Are you making plans for the 2019 National Sales Conference? Checking out the speaker bios, booking hotel nights, registering your salespeople? Have you thought about sending any marketing people to this year’s event? You’re probably wondering: Why would I do that? Marketing people go to marketing conferences. Salespeople go to sales conferences. We only have […]
August 7, 2019 Comment off
Numbers Talk: The Sales Metrics That Matter
Numbers are a constant focus for every sales organisation: more leads, more sales and more metrics being tracked are the common themes with the vast majority of sales teams. However, having too broad a perspective and tracking too many metrics can be detrimental to your salespeople’s’ effectiveness. Instead, taking a stripped-back approach can help you […]
August 7, 2019 Comment off
Myth Busting: Why Sales & Marketing Aren’t Merging
It is often claimed that the functions of sales and marketing are merging but, in reality, this couldn’t be further from the truth. However, while both parties deliver very different outcomes, they can benefit from gaining a better understanding of each other’s roles. The merging myth It has often been claimed that salespeople should spend […]
August 7, 2019 Comment off
How to Generate Leads Without Marketing
Content marketing and inbound marketing are proving increasingly popular in generating leads and customers that help salespeople hit their quota. However, these techniques aren’t the be-all and end-all of sales prospecting and acquiring new customers. Without pouring cold water on the importance of marketing, we took a look at how the modern salesperson can still […]
August 7, 2019 Comment off
How to Close a Sale: 5 Tried and Trusted Techniques
Closing a deal is a make-or-break moment in the sales process, and often the most difficult moment in any deal. Choosing the right phrases that will seal a deal is crucial, as is knowing when is the perfect moment to try and get the final verdict from a prospect. Near enough every salesperson feels some […]
July 17, 2019 Comment off
The Sales Industry and Me
The Sales Industry and Me – When I finally realised Sales was more than just numbers! Based on my experience a brief history into the psychology of sales and how being a salesperson is more than meeting targets. I’ve worked in sales for over a quarter of a century! How did that happen and when […]
July 10, 2019 Comment off
4 Questions to Find Business Pain Points
Trying to sell to people who don’t want to buy is a draining process – both on time, budget and team morale. Therefore, you want your salespeople focusing on those who have the budget and authority to buy, and understand the pain point you can help them address. If your prospects have a pain, they […]