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The business world is seldom static. While you always hope for periods of growth and expansion, downturns are inevitable. But sticking your head in the sand won’t protect you from slow seasons, low B2B sales, and harsh economic conditions: when times get tough, smart entrepreneurs prepare.
Sales technology has been at the right hand of sales personnel everywhere for years. Its development has pushed products and padded pockets with greater ease and consistency than ever before. That is exactly why picking the right models for your company is mission-critical. Doing so means your team has the tools they need to thrive.… Read more »
The sweeping changes affecting B2B sales strategy didn’t happen overnight. Even before the onset of COVID-19, many B2B buyers had moved toward self-reliance to conduct their own research and share their findings with colleagues. Interaction with a salesperson often only occurs after the modern buyer satisfies their preference for self-discovery.
Nobody likes failing. Just ask any salesperson what their greatest fear on the job is; they’ll usually respond with the fear of rejection. Despite being offered the best prices on the best products, clients will still find a reason to say ‘No.’ It’s not personal, it’s business. And yet, sales anxiety persists – and it… Read more »
In a world full of choices, sometimes it’s nice not to have to choose. Local wineries understand this more than most other establishments. With hundreds of wines for guests to choose from, the decision process can seem more tedious than relaxing. How can we fix this? When combined with superb customer service, recommending wines that… Read more »
The saying goes that sales tools make the salesperson. Is this true? Without a doubt, they do give sellers an advantage over those who still depend entirely on spreadsheets, charisma, and pitches. However, sales tools and technology alone won’t amount to much. To make sense of sales tools like business intelligence, analytics, and marketing, agents… Read more »
The pandemic changed the way we live, work, and conduct business. This is particularly true for the restaurant industry. While most businesses were forced to close their doors indefinitely, restaurants and other food and beverage establishments were able to survive – thanks to mobile ordering apps. The ability to order food online granted safety and… Read more »
Customer Relationship Management (CRM) systems have helped transform countless field sales agents from transactional order takers into proactive, opportunistic professionals. Despite being revered as a sales tool, CRM systems can also prove incredibly useful in managing supply chain disruptions. A CRM provides a single hub to organize, store, and access customer contact details, background information,… Read more »
When things are going well, it’s easy to sit back and stay the course. This is especially true with your sales team. Why rock the boat when you’re sailing smooth? Most managers start pushing if their teams haven’t hit their targets or they see more potential. But shouldn’t effective leaders empower their sales teams in… Read more »
It seems we’ve traded old pandemic-induced economic blows for new Russo-Ukrainian War-induced supply chain disruptions. Add in mounting global inflation and you’ll get a world faced with higher prices for harder-to-find goods. Chief among those suffering from supply chain disruptions the most are building and hardware distributors and manufacturers.
How do you measure sales success? By definition, it’s the confirmation that a prospect allowed a seller to address their needs. This leads to an even bigger question. How do companies achieve field sales success? Before the internet leveled the playing field in terms of knowing about products and companies, many salespeople saw field sales… Read more »
Surprisingly, what was once a frantic response to the pandemic has shifted into the preferred way of doing business among B2B buyers and sellers. Hybrid selling, propelled by state-of-the-art sales tech, is on track to become the “most dominant sales strategy” by 2024. With the surge of remote activities, many digital tools reached peak popularity.… Read more »