Making inside sales calls is a very vital step in the sales pipeline process. Each conversation had with a prospect is an opportunity for relationship building. It’s critical that each touch made to a prospect is focused on developing the relationship and moving one step closer to the sale. In order to move opportunities further …
When you are in the Hospitality business, you know that it’s important to sell all year long regardless of the season. There are several ways to keep rooms and services booked in advance when you provide your team with the right sales & marketing tools. Let’s review some of them now. Make the Most of …
Lead management is a vital part of the sales process for the solar energy industry. According to the Solar Energy Industries Association (SEIA), 2014 was a great year for the industry. Installations of solar photovoltaics (PV) in Q3 were up 41 percent over the same period in 2013. Third quarter 2014 was also the second …
Lead Management for the Solar Energy Industry – Infographic Read More »
Punxsutawney Phil had his say this morning: six more weeks of winter. Ugh! Unless you like snow days and soggy shoes, that’s not a welcomed prediction. Before we get too worked up, though, how accurate is Punxsutawney Phil in his prognostications? 2014: Phil saw his shadow, and 2014 did have a long, cold winter that …
It seems like only yesterday that I wrote the first post of 2014 and that year’s challenges and opportunities. The issues, for the most part, are unchanged: The necessity to respond rapidly Adoption of the new buying process where buyers self-educate The need to simplify the process for buyers What’s the 2015 spin on these …
This week I read a post on SellingPower.com about the importance of a “to don’t” list. That got me to thinking about creating a list of “to don’ts” that inside sales professionals should use. Here’s my list:
Are you a fan of Mad Men? If so, it’s no doubt that you recently watched or recorded the Sunday opener of the final season. Don’t worry – no spoilers here if you haven’t watched it yet. However, I do want to take a look back at some of the sales lessons we can learn …
What Would Don Draper Do? Sales Lessons from Mad Men Read More »
Most business leaders are familiar with the famous quote from management thought leader, Peter Drucker: “What gets measured gets managed.” This is absolutely true – and a software industry segment was born around this idea. Business managers are thirsty for information and statistics from accounting to HR to sales. We are measuring so much data that …
Today’s spotlight entrepreneur and sales legend is Dale Carnegie. Many people think of Carnegie as an early self-help guru; however, he’s really a pioneer of adult and professional education. Carnegie was born in 1888 into an impoverished farming family. When he was accepted into a local State Teachers College in 1906, his parents could not …
So far in this blog series we’ve discussed why it’s important for your inside sales team to have a comprehensive understanding of your sales pipeline related to these stages: Lead Generation, Research/Fact Finding, Initial Communication, Lead Nurturing, and your Solution. In part 3, I will wrap up the last couple of stages in a typical …
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