Introduction: Sales is Changing - Here’s What You Need to Know Sales teams are facing a big shift. Today, buyers do more research on their own, relying on online reviews, self-service options, and peer recommendations before ever talking to a salesperson. Meanwhile, AI and automation are transforming how sales teams…...
Why Sales Reps Must Stop Trying To Create Urgency
One of the hardest things to do in sales is “create urgency” when it’s seemingly not there. Sales reps try to manufacture urgency all the time by proactively offering discounts at the end of the month, but that’s just sad. But how do you actually “create” urgency? Let me be…...
Complexity Bias, Occam’s Razor & Your Sales Process
Complexity bias — our tendency to value complexity over simplicity — is part of being human. But this natural leaning causes significant headaches and roadblocks when it bleeds into the sales world. Let’s talk about how to spot overcomplication in your sales process and what to do about it.To understand…...
How to Look for a Job When Currently Employed
As a general rule of thumb, it is easier to find a new role when currently employed, and actively working candidates are typically able to negotiate higher salaries than those that are unemployed. Hence, if you’re currently employed, thinking whether or not it is okay to look for a new…...
The 7 Most Important Virtual Selling Skills for Salespeople Today
Numerous research studies have shown that over 70% of potential buyers are self-educating via Google searches, asking friends and colleagues for suggestions via social media, and reading freely available online content before they even bother to alert a salesperson they’re in the market for a product or service. And that’s important to…...
Prepare Now For Successful 2022 Channel Sales Planning
The only way I have survived this over the years is by starting the planning process months in advance and getting buy-in from the family along the way. The same is true for channel sales planning. Just as you shouldn’t leave your family vacations to chance, nor should you leave…...
Sales & Marketing Service Level Agreements (SLAs): 7 Essential Components
Anyone can appreciate the value of a service level agreement (SLA), especially in the context of a customer-provider relationship. It’s virtually unthinkable to offer any kind of service without also providing contract details for customers. Take cable or cell phone service, for example. As consumers, we sign on the dotted…...
An Ultimate Guide to Virtual Selling For 2022
The concept of virtual selling isn't new, but it took off in recent years as remote work expanded exponentially during 2020. It's no wonder that modern business is an increasingly remote affair. With employees scattered across different time zones and fewer meetings to facilitate face-to-face interactions. Read the full article…...
How Remote Work Can Increase Business Profits
The Modern Workplace 19/20 study by Condeco shows that nearly half of U.S. companies offered remote work options already in 2019. In 2021, this number has increased to 58.6%. CFO survey unveiled that 74% of companies plan to shift permanently to remote work after the pandemic ends. This shift results in…...
18 Top Sales Statistics For 2021: Facts, Trends, Stats
The world of sales is continuously evolving. If you want to keep pace with the competition, it’s crucial for sales representatives to stay agile and adapt to the ever-changing landscape. To help you with that, we’ve compiled a list of the 18 top sales statistics you need to know. These…...
Six Remote Sales Trends to Watch in 2021
For those in the sales profession, 2020 has been a year of firsts – most of which we’d care not to repeat in a hundred lifetimes. But, in seeking the silver lining to these densely cloudy times, few would have predicted the rise of virtual work – and, in particular, how the…...
How to Manage a Remote Sales Team: 8 Powerful Strategies from the Pros
Remote sales teams are widespread right now due to the global pandemic. Most remote sales teams are adjusting, albeit with a few aches and pains, to the new status quo. But there are still remote teams that are struggling with the reality that the team is connected by nothing more…...
Top 30+ Sales Skills and Traits to Become a Great Sales Rep
Do you want to get better at sales? And beef up your sales resume so you could land a higher-paying sales job with generous compensation? There are certain hard and soft sales skills you need to master, and of course, back it up with increased revenue numbers credited to your…...
US ecommerce sales rise 9.3% in Q2 2021
Consumers spend nearly $1 in $5 online in Q2, but digital penetration for retail purchases is dipping. Offline sales grow at a record rate of more than 20% year over year as newly vaccinated consumers flock back to stores. Online penetration hovers around 20%Nearly $1 in every $5 spent on…...
Always Be Connecting: Why Sales Is A Crucial Part Of Recruiting
Recruiting is a challenge right now. While the falling unemployment rate is certainly something to celebrate, it has also spurred intense competition for companies looking to hire top talent. This competition is even fiercer now that remote work has expanded the pool of potential employers across the world. Getting ahead in recruiting…...
What are the Stages of a Sales Pipeline?
Filling a sales position means finding a candidate who understands the sales pipeline and their role in managing it. After all, the sales pipeline is an important part in a company’s success, as creating and maintaining it is essential for earning new sales and delighting customers. Sales pipelines help business…...
