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So You’ve Been Promoted To Sales Manager…. Now What?

So you’ve just been promoted to Sales Manager .... congratulations! You were a top-performing individual contributor in your previous position, but in your new role you won’t be able to do everything yourself. Making that transition and becoming an effective coach and...

What’s The Difference Between A Sales Lead And A Sales Opportunity?

What is a sales opportunity, and when do you know it's not a lead anymore? There is no single, universal definition. However, some common misconceptions deserve to be clarified because the concept of an opportunity impacts your sales process, your ability to qualify,...

7 Attention-Grabbing Sales Prospecting Phrases

Most sales trainers and managers believe that the best sales people prospect fearlessly. But what "fearless" truly means is up for debate. To me, being fearless doesn't mean forcing your way past a prospect's objections and desperately trying to turn their "no" into a...

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...