Terms like ‘lead scoring’, ‘net promoter score’ and ‘key performance indicators’ may seem daunting at first — but they are in fact very powerful in determining company success and equally: failure. To run smooth business operations, you need to persistently detect both. Whether...

You will have undoubtedly heard of the digital transformation. Perhaps you have even already made the change in your company. But have your sales people really grasped how to make the most of it? And, above all, are they trained to do so? What do we mean by the digital...

What is a strategy? The Oxford English Dictionary defines it as, “A plan of action designed to achieve a long-term or overall aim“. For example, an “economic strategy” is when a government implements measures to increase demand or production in a country....

Prospecting is the initial stage of any outbound sales process. It’s your job to recognise probable customers who have shown an interest in your products or services (prospects), before delivering an array of highly-targeted communications to further attract, convince and convert...

For B2B companies, it makes perfect sense to shorten the sales cycle wherever possible. Sales processes cost valuable resource; The quicker you attract prospects and close deals, the more efficient and profitable your business becomes. Without the use of streamlining techniques,...

02One of the longstanding complaints from sales reps is the lack of quality leads. This problem was captured in the movie Glengarry Glen Ross when Jack Lemmon’s sales rep complains that “the leads are weak” only to be told by Alec Baldwin’s sales consultant, “you’re weak.”...

How you can combine best practices… and see your sales targets skyrocket Over a six-month period, I wrote six articles on the best sales methods I know. Producing this overview was a real voyage of discovery into complex sales methods and how they can be adapted to...

Converting a lead into a customer is a long, slow, complex process – especially in the B2B sector. Perhaps that sounds familiar to you? According to B2B Magazine, 43% of B2B marketers say their sales cycles have slowed down over recent years. And when the sales cycle is slow, so...

Do you want to sell more, faster, and make your sales more profitable? If so, you need to know about three major mistakes most salespeople and companies make! Identify the leaks in your sales pipeline, and you can at last get the sales growth and results you deserve. Mistake...

Big Data is having increasing influence on how companies do business. Perhaps unsurprisingly, the mass of data has led to some roles being changed and the clear lines of responsibility being blurred. This is particularly evident in marketing and sales functions. In the past,...