Woman Working in a Mask

Adjusting to the New Normal

The pandemic crisis has caused businesses to completely change how they operate. With strict social distancing guidelines, many companies were forced to go remote. COVID-19 has created a “new normal” that all businesses must become accustomed to in order to continue being successful. With the uncertainty of when the pandemic will end, companies need to…

Frustrated Sales Team

Sales Grinding to a Halt? Align Your Sales Strategies and Selling Methods

Developing a sales strategy is one of the keys to success in sales. Notice – “one of” the keys. There are, of course, many essential components – including your sales vision and mission, sales processes, sales forecasting, tracking and analytics, to name a few. With so many moving parts, your sales operation is like a…

Sales pipeline

Grace Under Fire: How to Prepare Your Sales Pipeline for 2021

Due to the havoc wreaked by the twin crises of 2020 — the global health emergency and the economic recession — every business has been forced to change the way it approaches sales. More specifically, the crises completely upended businesses’ sales planning. Economies around the world are cautiously reopening, but business in four specific sectors — restaurants, manufacturing, retail, and…

Setting Smarter Sales Goals

7 Ways to Make Your SMART Goals Smarter (and More Effective) Than Ever

Few sales principles have reached the near-universal adoption of SMART goals. Almost everyone understands the wisdom of establishing and pursuing goals that are Specific, Measurable, Attainable, Realistic, and Timely. But do these performance-driven characteristics go far enough? If your goals are merely SMART, it’s possible you are leaving competitive advantages on the table. Let’s take…

Business people reviewing data

Need Better Sales Performance? Use Better Data

In the “new normal” world of business competitiveness (or even business survival), sales performance is more critical than ever. But the rules have changed. Sales strategies and processes that might have worked before are less likely to be effective moving forward. With a Covid-related marketplace and economic contractions, businesses today need a bigger piece of…

Building a Sales Strategy

What is a Sales Strategy (and How Can You Build an Effective One?)

Just what is a Sales Strategy? More importantly, how can your company build an effective Sales Strategy to increase sales and boost market share? Let’s start with the basics by defining “Sales Strategy”: Sales Strategy Definition For top sales performance and results, your Sales Strategy should be… …a well-defined, goal-focused, clearly communicated, and mission-oriented plan…