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On the one hand, a recent survey found that 91% of sales reps missed their quota. On the other hand, top-performing salespeople meet 125% (or more) of the quota. How are they doing that? Is it just because they’re that good? The answer is likely because they have a robust sales pipeline system that supports them in… Continue reading What Is a Sales Pipeline and How Top Sales Reps Use It
It’s supposed to be a game changer. Apparently, the right CRM system will take your business from zero to hero. If that’s true, why do as many as 70% of CRM projects fail? Are we missing something? How can a CRM system be necessary for your business if most people using it fail?… Continue reading Is CRM really necessary for businesses today?
Understand my sales pipeline? Are you kidding me? I don’t want to understand my sales pipeline, I want to use my sales pipeline to make more money. It’s my job as sales manager to sell my company’s products and services, not talk about how I feel or try to understand my pipeline. This… Continue reading Do you understand your sales pipeline? (Most teams don’t)
CRM Automation Overview As the manager of a sales team, you’re constantly juggling competing priorities. You’re keeping track of the health of your sales Pipeline, ensuring your team is staying on track and following up on leads, and perhaps evening managing your own deals and opportunities. It’s imperative that you optimize your workflows to remove… Continue reading Modern Automations – Ensure that your CRM is working for you!
How hard should your LinkedIn profile work for you? Your LinkedIn profile can be a career maker and reputation booster in the right hands. If it’s used well, your LinkedIn profile can provide you with a steady stream of ongoing opportunities, regardless of your role in your organization. I’ll show you how to do… Continue reading 4 Goals Your LinkedIn Profile Should Achieve
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,… Continue reading Is your sales forecasting software costing you money?
Sales forecasting increases sales revenue and customer growth. Use upsell, down-sell and cross-sell opportunities to meet your sales goals.
“Call me back in two weeks.” Customers take their time, dragging deals out for weeks or months after they’ve requested information from your company. Marketing looks at you, wondering what your salespeople are doing. Your sales team complains about lead quality. But your deals aren’t closing. Who’s to blame for all of… Continue reading The sales workflows that will help you close deals 3x faster
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 2x results from your sales calls and emails
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… Continue reading How to shorten your sales cycle with sales forecasting
