Sales Series Post #3: Secure More Face-to-Face Selling and Greater Brand Loyalty
YOU are the greatest competitive advantage your company possesses in sales. Relationships are the single most important factor in most B2B sales conversions. Eight out of 10 sales are rapport-based, face-to-face conversions. Selling yourself is usually more vital to a sale than the value of your company’s products or services. Therefore, as far as sales revenue is concerned, nothing is […]
Sales Series Post #2: Productivity Soars When You Buy Time
“The New Science of Sales Force Productivity” (Harvard Business Review) addresses a pain point common to many sales managers—how many new reps should one hire to achieve increased targets set by corporate? The authors posit that by taking a scientific approach to sales processes rather than trying to hire costly rainmakers, a company can dramatically increase the productivity […]
Sales Series Post #1: Pareto Meets Sales Reps
At some point of life in business, all individuals learn the Pareto Principle—if you haven’t heard of it yet, then today’s that point for you. Basically, it states that for a given event, 80% of the effects are a result of 20% of the causes. The “80/20 rule” as it is better known, was proposed […]
