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Latest Articles

Sales Reporting to Help Sales Managers and Teams Maintain Line of Sight
Sales Effectiveness

Sales Reporting to Help Sales Managers and Teams Maintain Line of Sight

Updated On: November 4, 2020

For the salesperson, the goal is a straight line between them and the customer. Their job is to engage prospects and guide them through the sales cycle, from nurturing to consideration and decision-making, and eventually close the sale. For sales managers, though, the goal is not a straight line. They have to invest a significant […]

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Get Started for the Next Quarter With a Quarterly Sales Review
Sales Effectiveness

Get Started for the Next Quarter With a Quarterly Sales Review

Updated On: October 26, 2020

A quarterly business review (QBR) is an opportunity for sales representatives and management to analyze and discuss the sales performance of the previous quarter. This review evaluates sales performance, and areas of improvement identifies bottlenecks and helps devise actionable tactics for improving future performance. A QBR is a systematic process involving immense introspection, effort, and […]

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How to Navigate Prospecting & Top-of-The-Funnel Marketing as a Sales Professional
Sales Effectiveness

How to Navigate Prospecting & Top-of-The-Funnel Marketing as a Sales Professional

Updated On: October 22, 2020

Outbound sales may have lost some of its popularity in recent years, but by no means is it dead – just evolved – just evolved. Not everyone has large marketing & sales departments with clearly demarcated roles and often, you’ll find, prospecting is a part of your function as a sales professional. You might be […]

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Why an Elevator Pitch is the Most Important Tool for Any Business? How to Create a Good One?
Sales Effectiveness

Why an Elevator Pitch is the Most Important Tool for Any Business? How to Create a Good One?

Updated On: October 16, 2020

An elevator pitch is what gives a business an invitation to a second conversation. A common misconception is to create the pitch to focus solely on making sales. However, the delivery should revolve around having an empathetic, passionate, and appealing conversation about the business. Through this, there is the creation of a potential long-lasting network […]

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Sales Psychology for Rookies & How to Improve Your Sales Skills
Sales Effectiveness

Sales Psychology for Rookies & How to Improve Your Sales Skills

Updated On: October 12, 2020

We’re sure you’ve heard the phrase “the art of selling”. But have you ever wondered why there’s no straightforward formula to closing a deal or converting a lead into a customer? Any field that has to do with persuasion requires a deep understanding of people and their psychology…that is why you’ll see that the best […]

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5 Easy Sales Closing Techniques and Tips on How to Close Sales
Sales Effectiveness

5 Easy Sales Closing Techniques and Tips on How to Close Sales

Updated On: October 9, 2020

If you haven’t been in a sales role for long, this situation will sound quite familiar to you- You’re reaching the end of a conversation with a prospect, having told him/her all about what you have to offer and why it will make their lives easier…he/she has been nodding or agreeing with you throughout the […]

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Sales Psychology and a Guide to B2B Decision Making
Leadership & Culture

Sales Psychology and a Guide to B2B Decision Making

Updated On: October 8, 2020

B2B sales for small businesses is tough for a variety of reasons. They’re often built with small teams and on tight budgets, and they are all so unique. Moreover, most do not access to information such as sales psychology. There is no exact formula to sales psychology to getting a guaranteed sale. Sales techniques you […]

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Demand Generation 101 for Sales Professionals
Sales Effectiveness

Demand Generation 101 for Sales Professionals

Updated On: October 1, 2020

As you see the words ‘demand generation’ you’re probably thinking, “Wait a minute. Won’t the Marketing Team be helping me in this?” When it comes to demand generation, collaboration between marketing and sales is key – as a salesperson, you need to be well acquainted with the concept so you can do justice to your […]

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Sales Challenges Small Businesses Face (& How to Overcome Them)
Business Growth

Sales Challenges Small Businesses Face (& How to Overcome Them)

Updated On: September 29, 2020

Small businesses face various daily challenges, which can adversely affect their growth plans. Challenges such as- All business entities are not created equal. It is prudent that we identify and segregate businesses that have established themselves from businesses that aim to establish themselves. Large-scale and established enterprises can weather storms much better than Growing Businesses […]

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