Relationship Management

The Sales funnel enables teams to attract, nurture, and convert leads to generate revenue. It isn’t perfect, however — for a funnel that converts 3% of leads into sales, 97% are still dropping off. In fact, closing more deals and improving the efficiency of the sales funnel is a top priority for sales teams in North America. Improving sales funnel efficiency comes down to increasing conversion metrics across funnel stages, and most importantly, the ROI (Return on Investment) of the sales funnel.  What’s the ROI of a Sales Funnel? ROI of the sales funnel is determined by the difference between…

You know that not all B2B customers respond to the same sales pitch. Each prospect poses a unique set of challenges because they each have their own buying process and specific needs. For this reason, the sales strategies you apply to larger organizations versus small and medium-sized businesses (SMBs) should be different.  SMB selling has its own set of rules because SMB buyers tend to want more insight, reassurance, and information before they are ready to make a purchase. For SMB sales, buyers want to take the time to learn all they can before making a decision. A mistake with…

Traditional sales techniques often come across as pushy and impersonal. In fact, only 13% of customers believe a salesperson can understand their needs.  With so many solutions available to customers, there is one factor that will eventually make the difference between closing the deal or missing out on a valuable opportunity - the trust you build with your prospects. What is Consultative Selling? The consultative selling approach centers on guiding your prospect to the solution that works best for them. You act as a consultant and encourage your prospect to make their own decision. Ultimately, your goal is to still…

What weird and uncertain times we are in! Especially for field salespeople. The pros who live for the road, popping in on clients, building on relationships, closing deals. Being trapped at home can truly feel like a cruel and unusual punishment. But things are different now. Our world is shifting. It is not business as usual. People are afraid. Afraid of getting sick, losing money in their retirement, not having enough to eat, not being able to pay their mortgage, spending money, etc.      It’s times like these in which even the most committed sales professionals might think: “I…