Relationship Management

Sales meetings are extremely important for every business, regardless of the industry.  In these meetings, the sales department finds ways to improve its operations to reach the company’s goals. Managers generally use these meetings to ensure that the whole team is on the same page and that reps have all the tools they need to reach their quota.  However, sales team meetings often lack direction and purpose. They are usually scheduled at bad times and take too much time away from what sales reps should be focusing on - finding new prospects, meeting with clients and closing deals.  Therefore, it is....

You read the title right. Customer satisfaction can increase sales, but a great sales strategy can also improve customer satisfaction. It’s a two way street.  In order for the above to hold true, you need to truly know your customers. When you really understand who your target market is, you are better able to cater to their needs and wants.  If you understand how and why your product or service adds value to clients, selling won’t feel like selling. This will improve customer satisfaction because, at the end of the day, there is no better sales strategy than providing customers with the exact solution they need. ....

Negotiations are always a high-stakes, high-pressure period for salespeople and prospects who both have serious skin in the game.  Each team involved may have their own conflicting agendas. As a result, it's unlikely that every person at the bargaining table will walk away with exactly what they wanted.   Negotiation breakdowns in sales can happen for a number of reasons, including poor communication, short tempers, and sudden changes in an established plan.  Here are some strategies to avoid losing deals when negotiations go sideways: Consider Integrative Bargaining Historically, most sales negotiations have taken place with reps and prospects both holding their....

We are living in the age of the customer. The modern buyer has nearly unlimited access to customer reviews and product information. It does not matter if you are in sales or marketing, a customer-centric mindset is essential. To develop an organizational culture that puts the customer at the heart of everything you do both sales and marketing must align with the customers’ needs and pain points. Therefore, sales and marketing must join forces and understand each other better to optimize every step of the buyer’s journey and make it 100% customer-focused. As Jill Rowley, chief evangelist and an expert....