Social selling is more relevant than ever. How can I be so sure? Because there are over 5.24 billion active users on social media. Sales leaders with a forward-thinking approach must incorporate these practices into their sales forces or risk falling behind more proactive competitors. However, the volatile nature of social media means that selling…
Is revenue the same as profit? I bet you sit down and ponder that question quite often. Oh, you don’t? Well, as a salesperson, you probably should think about that because, no, they aren’t the same, but they’re both crucial metrics to track to understand sales performance, forecast effectively, and spend wisely. Here, we’ll take…
The first time I shopped for small business insurance, I was completely overwhelmed. I knew I needed coverage to protect my work, assets, and employees, but every quote I received was different. How much should I actually be paying? And how could I be sure I was getting the right coverage for my business? After…
Every good sales representative and leader I’ve interacted with swears by the SPIN selling framework. Why? Because it’s a research-backed framework for sales reps to effectively understand buyer needs, offer meaningful solutions, and win more deals. The SPIN method simplifies sales by steering away from a transactional process. Instead, you have to actively listen to…
Before I make a purchase, I do my homework. How many companies are selling what I want, and at what price? My goal is to balance cost and quality — if a brand offers the best of both worlds, I’m sold. But how do companies find the sweet spot for sales? With more than 80%…
Sales qualification streamlines the process of turning potential buyers into serious prospects. When done well, sales qualification reduces the time required to determine if you’re talking to the right person. Are they interested in what you’re offering? Is there a specific business challenge your product could help them overcome? I’ve had my fair share of…
Time is a precious resource in sales. The efficacy of your sales process, whether a deal winds up closed-won, and virtually every KPI used to gauge your performance all hinge upon how effectively you spend yours. But efficiently and effectively allocating your time can be tricky in sales, and running into at least a few…
When I started out in sales, I avoided video calls with prospects for months, convinced I could build trust just as well through email. But during one particularly challenging quarter, I decided to test this assumption — and sales mirroring — by turning my camera on for every sales conversation. What I discovered changed everything:…
AI is becoming a core part of CRM systems. Considering the time-saving benefits, it’s unsurprising that generative AI CRMs can be incredibly valuable in helping businesses grow. I’ve already written an article on CRMs with AI, but I wanted to take my curiosity about AI and CRM one step further. So, in this article, I’m…
Trying to get in on the AI boom probably feels a bit like traveling to California in the 1840s to get your hands on some gold. Ok, sure, maybe that’s an exaggeration, but I can see why entrepreneurs might find it daunting to come up with an AI business idea at the moment since many…