7 Tools Top Performing Organizations Use to Build a Sales Funnel

Your organization might produce high-performance rainmakers; A-players that outclass the average sales rep.  But it’s not enough. An A-player sales team isn’t enough if your organization doesn’t have the tools and processes it needs to perform consistently. If your sales team isn’t consistently on the same page, your organization won’t achieve the traction it needs… Continue reading 7 Tools Top Performing Organizations Use to Build a Sales Funnel

Sales outreach: The unexpected strategy you can use to convert more prospects

What’s the secret to more sales conversions? It’s relationships. Researchers at Korn Ferry found that customer relationships and sales processes are the primary contributors to sales success. The stronger your customer relationships and sales processes, the easier it is to win more deals. That’s probably not a surprise. That’s the problem; most seasoned salespeople know… Continue reading Sales outreach: The unexpected strategy you can use to convert more prospects

How to close deals effectively with the feeder method

There are few things as frustrating as accepting a friend or connection request on social media, and they hit you with it; a sleazy pitch from an untrustworthy and unverified source. If you’re like most people, you’re hit with “offers” like these every day, another person who wants something from you – your time, money,… Continue reading How to close deals effectively with the feeder method

CRM vs. ERP: The Difference & How It Affects Your Revenue

Picture this. A well-known office supply company with 200 employees and two warehouses had a meeting with a large corporate client. If they landed this corporate contract, it would add an additional $157,000 per month in top-line revenue. The meeting was going well until their point-of-contact asked this question. “How much toner do you have on… Continue reading CRM vs. ERP: The Difference & How It Affects Your Revenue

What Should Be In Your Sales Pipeline? What Top Performers Know

What’s holding your sales team back? A recent survey found that 57% of sales reps missed their quota in 2018. That number ballooned to 84% in 2020 due to the pandemic. Sales teams have bounced back since the pandemic, but quota attainment is still pretty terrible. But why? Is it your sales team or your… Continue reading What Should Be In Your Sales Pipeline? What Top Performers Know

4 Signs you have the wrong CRM platform

The failure rate is 90%. “When I ask executives if the CRM system is helping their business to grow, the failure rate is closer to 90%.” Scott Edinger wrote about failure rates in his article for HBR. In his article, Edinger says most CRM platforms fail to deliver sales, revenue, or growth. That’s a problem.… Continue reading 4 Signs you have the wrong CRM platform

How to use CRM software to shorten your sales cycle

“We’ll let you know when we’re ready.” Have you ever had a prospect feed you some version of this line? “Why don’t you give me a call in two weeks? I should have an answer for your then.” We know how that usually goes; these prospects string you along, using your hope for a sale… Continue reading How to use CRM software to shorten your sales cycle

Is Your Sales Forecasting Software Costing You Money?

Your sales forecasts are essential, but are they also a disaster in the making? They could be. According to a recent survey from InsightSquared, 68% of companies miss their sales forecasts by 11% or more. Only 15% of leaders are satisfied with their sales forecast process. Their forecasts aren’t working. What’s worse, only 25% of sales… Continue reading Is Your Sales Forecasting Software Costing You Money?

How to Double the Results of Your Sales Calls and Emails

Is cold calling dead? Pundits like Geoffrey James state emphatically that cold calling is dead and buried. Research from Baylor University seems to back James up. In their experiment, 50 sellers made 6,264 cold calls. Only 28 percent (1,774) of these calls were answered. Only 19 appointments were set out of these answered calls (that’s… Continue reading How to Double the Results of Your Sales Calls and Emails

How to Shorten Sales Cycle With Sales Forecasting + Examples

Do you remember the 3% rule? Only 3% of your prospects are ready to buy at any given moment. Jeremy Miller, author of Sticky Branding, says 90% of your customers are not ready to buy. 30% have a need, but they’re not ready to buy 30% don’t have a need 30% will never buy from… Continue reading How to Shorten Sales Cycle With Sales Forecasting + Examples