
- Sales
- Strategy
Why choosing an Ideal Customer Profile (ICP) matters
What is an “Ideal Customer Profile”? An ICP is a customer who gets the most value from a product or service, and because of this, […]
Read more..
- Sales
- Strategy
3 Ways to implement a Sales Strategy Inside Your Sales Process
Sales without strategy lacks impact, and without a clearly defined process you simply cannot sell properly. Most sales organizations have many established steps: from generating […]
Read more..
- Sales
- Strategy
Poor follow-up: losing opportunities without reason
In the world of sales, it’s so important to follow up with potential customers. If you aren’t following up, then they’ll lose interest and you’ll […]
Read more..
- Crisis selling
- Strategy
Risk-sensitive customers and how to handle them
Dealing with customers at risk of churning can be a significant hurdle for businesses to retain. When markets are unpredictable, customers become insecure with their […]
Read more..
- Sales
- Strategy
Use a Sales Playbook to Avoid Reinventing the Wheel
How do you prevent your sales team from reinventing the wheel? Simple: Give them a wheel they can use to travel far. The right sales […]
Read more..
- Sales
- Strategy
How many sales pitches do you really need?
A sales pitch is a brief introduction to explain who you are and what value you can bring to your prospects. It is the first impression that you make on them, so […]
Read more..
- Sales
- Strategy
The Hidden Power of a Great Sales Director
As a sales director, you have a simple mission: to drive the company’s sales results forward. Basically, you are paid to be The Achiever— one totally devoted to […]
Read more..
- Sales
- Strategy
Why you should never stop qualifying
Many salespeople make a simple mistake: they only qualify leads at the beginning of the sales process. A professional sales department recognizes MQLs and SQLs […]
Read more..