That is the real purpose of defining your differentiators – to build and hold value with your customers. If your company can define its differentiators so that they appeal to your customers, then that will strongly influence their final decision. Ultimately if you stand out with your customers, then close rates go up, and you maintain margins more effectively.
Sales forecasting is the process of estimating accurate future sales. Accurate sales forecasts are absolutely critical to companies and enable them to make informed business decisions and predict short-term and long-term performance. It is needed to manage cash flow, make decisions on expenses, manage capacity and resources, etc. Yet, we’ve found that many companies struggle with accuracy.
Quite often, when people put together their strategic plan for the upcoming year or years, they make a fundamental mistake...
Sales process. Did you cringe? When we say those two words, the most common reaction we see from some salespeople...
Many CEO's believe the answer to underperforming sales is to send their sales team, sales leader included, to sales training...
It’s getting near the end of the year and many sales leaders and salespeople are putting together their plan for...
I have met hundreds of sales leaders in my career who have a decent approach to managing their team. I...
What would happen if sales gave an average of a 5% discount on items they sold? 5% isn’t that big of...
Sales and Marketing are two departments that are supposed to go hand in hand, right? They should work together to...
We recently had a group of sales leaders together as part of our Sales Leader Alliance and the topic was...