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Sales Cycles Explained
What is a Sales Cycle "Sales Cycle" refers to the specific actions salespeople follow to close a new customer. Sales cycles are often confused with sales methodologies. A sales methodology, such as the "inbound sales methodology," refers to the framework for...
How to Measure the Effectiveness of Your Sales Process
You've established the various stages of your sales process. You know how the typical prospect goes from an email address in your CRM to a paying customer. You've trained your salespeople on the key actions required to move prospects from stage to stage. Now you need...
My Prospects Are On Holiday – Now What Do I Do?
So here we are… it’s mid July, the schools have broken up and you’re making those all important follow up calls and emails, only to be told by the receptionist that your hot prospect is on annual leave and not back in the office for another two weeks. Frustrating...
The 5 Target-Killing Mistakes Only Experienced Salespeople Make
Who's more likely to make a mistake: The new sales person who's never sold before, or the experienced sales person who's been on the front lines for years? The reality is, they're both going to make mistakes. Experienced salespeople simply make different mistakes....
What Does a Sales Manager Do?
Sales management is one of the most difficult jobs out there. Your responsibilities span the organisation -- along with the VP or director of sales, you're working with people in Product, Marketing, HR, and so on. Most importantly, managers are responsible for the...
Unique Selling Proposition: What It Is & How to Develop a Great One
As a salesperson, you need to have the utmost confidence and belief in the product or service you're selling. If you don't believe in your product, it's likely the prospect won't believe in it either. So, how can you speak confidently about your company and product?...