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…

Sales team brainstorming around a table about what their value proposition is.

Selling Value: If You Don’t Have a Value Proposition Your Sales Can Suffer

Selling Value: If You Don’t Have a Value Proposition, Your Sales Can Suffer

Does your sales team know what they are selling? Are all your sales reps articulating your product or service’s value in a similar manner? Is the value shared important to your customer base? And perhaps most importantly, do your prospects understand what solutions your company offers (and why those solutions should matter to them)? If you answered “no” to any of these questions, you probably need to fine-tune your Value Proposition. Here’s what a Value Proposition is, why such a crystal-clear statement of value matters, and how to build a value-based positioning statement that can help boost sales and customer engagement:

Computer showing graph for assessment

5 Ways to Assess Sales Performance Amid a Global Pandemic

The COVID-19 pandemic has touched every single part of the economy, including — or especially — sales. Businesses have seen existing customers delay reordering and new customers wait to make their first purchases, and some companies are holding onto cash rather than investing in their business. But their singular focus on the here and now has likely blinded them to how different their businesses and sales processes will look in the future.

Sales team meeting to put together a contingency plan for their business

How to Create a Contingency Plan for Your Business

No one could have anticipated the unprecedented effect of the coronavirus on our economy. Local and state governments enacted stay-at-home orders across the country, which forced nonessential businesses to close their doors. Considering about half of small businesses say they can survive for only two months under current conditions — and one-third say no more than six months…