- Lead quality that you get from marketing
- Volume of inbound leads
- Sales process
- Messaging and content
- Quality and motivation of your sales reps
Just how loud—or quiet—are you? What’s the “volume” you’re selling at, and is that volume effective for your target audience? Finding the right volume, and by that we mean determining how frequently to reach out to prospects at all stages of the buyer’s journey, is critical for effective sales.
But how do you determine that volume?…Read more >>
Here’s what caught our attention this week:
Stupidest Sales Tip Ever
Everyone used to say that people only buy from people they know.… Read more >>
Inside Sales & Multitasking: Sellers Behaving Badly:
You are fooling yourself if you think you can multitask while selling by phone.
Selling by phone requires just as much focus as selling in person does. In fact, I believe it requires even more dedicated focus if you are to pick up on subtle intonations, context and nuance without the benefit of visual cues.… Read more >>
Research shows that in order to maximize your conversion rate you’ll need to touch a prospect 8 to 12 times, in part because 80% of leads do not close on the first call. Typically, this series of “touches” will occur as a combination of emails and phone calls on the part of your sales team.…Read more >>