Sales Blog

While it’s crucial that all B2B entities understand the importance of customer retention, not every one of them does.  I remember seeing a recent office exchange between a newly graduated salesperson and his veteran sales manager. The sales manager, let’s say his name was Michael, had asked the new salesperson, let’s say his name was Ryan, to share if business school had taught him any useful sales tips.  Ryan: Is it cheaper to sign a new customer? Or to keep an existing customer?  Michael: Uh… it’s equal.  Ryan: It is TEN TIMES more expensive to sign a new customer.  Michael:…

“The secret to real sales success is building strong, respected, relationships that earn you the right to ask for referrals. But less than 5 percent of organizations have a disciplined, measurable, and reliable referral system.” - Joanne Black, Referral Selling Authority & Author  Say it louder for the people in the back - real sales success comes from a reliable referral system. You may feel that you are doing just fine without a sales referral program, but let’s take a look at some statistics around non-referral vs referral sales methods:  Only 2% of cold calls result in an appointment. That’s a…

For teams that spend a lot of time in their cars, such as those working in field sales or field services, multi-stop route planning can be a massive factor in how productive they are. Even the smallest bottlenecks - poor traffic, limited driver availability, or delayed departure times - can cause a cumulative squeeze that results in late arrivals and unhappy customers. The good news is that multi-stop route planning software can solve these problems for you.  In this article, I’ll get into the how and why of multi-stop route planners. I’ll examine their benefits and drawbacks, and offer sound…

Sales managers are the driving force behind the success of all sales organizations, making it an exceedingly in-demand and rewarding career. However, it’s important to understand that the role can be very demanding and stressful. According to a survey conducted by HubSpot, 68% of sales account managers describe their lifestyle as “challenging”.  Well what does a sales manager do that is so challenging? As a sales manager, you’ll be responsible for meeting quotas, keeping your team accountable, and inspiring and coaching your team. There’s rarely a slow day in this role.  To succeed as a sales manager, you need the…