Yearly Archives: 2020
6 Tips for Selling in Today’s Health Care Industry
In 2018, Americans spent 3.65 trillion dollars on health care. With more than 6,000 hospitals and almost one million doctors in private practice, the health care industry employs more than 18 million people, making it one of the largest employers in the United States. While each industry presents unique challenges for sellers, the vast number […]
Tips for Selling to Multiple Decision Makers
Often, when we think of sales, we picture one sales representative and one buyer. In that relatively simple process, the two build a rapport, understand needs, explore solutions, negotiate, and reach an agreement. The seller sells, the buyer buys, and everybody is happy. If only it was always that easy. Today, according to the Harvard […]
How to Kickstart Stalled Sales Reps with Coaching
No matter how successful a sales rep is, they’re inevitably going to hit slumps – fallow periods of famine where they just can’t close a deal or have much success with their pipeline. These troubled times are periods in which your sales coaching can have a tremendous impact in getting these stalled sales reps going […]
Looking Beyond Data to Measure Sales Performance
Analytics, or the interpretation and communication of data, plays an important role in every organization, from professional sports to your sales force. In sales, your company’s CRM Is a vital instrument to track the performance of your team. Analyzing KPI data from your CRM and other applications such as auto dialers, sales and marketing automation […]
The Importance of Personal Development in Sales
In sales, we hear a lot about professional development, things sales representatives can do to improve in their career. These include being up on current events, reading business blogs, attending sales training or coaching workshops. While these are all necessary for development, a topic less discussed but equally important is personal development in sales. The […]
4 Pitfalls of Selling Virtually and How to Solve Them
Due to the current pandemic, virtual selling has become the go-to method of sales. While some industries, such as SaaS, are already familiar with this approach, many are not – particularly industries with longer sales cycles and complex sales processes that traditionally involve in-person conversations to ultimately seal the deal. With this major culture shift […]
7 Email Tips to Make a Strong Virtual Impression
With the shift to virtual selling, many sales professionals are emailing more than ever before. As we currently can’t meet face-to-face, email has become a dominant mode of communication throughout the sales process. In many ways, these emails are an extension of you and will help your prospects form an opinion about who they are […]
Building a Resilient Sales Force
Resilience is the capacity to recover from difficulties and an object’s ability to spring back into shape after being stretched. In many ways, this describes a sales team navigating the changes brought about by the Coronavirus pandemic. With so many sales teams working remotely, and encountering new, never-before-seen circumstances, it’s natural for teams to face […]
Best Practices for Prospecting Virtually
With the Covid-19 pandemic disrupting so much of our lives, one aspect of the sales process most directly affected is prospecting. Now that you’re stuck inside, you may feel you can no longer execute your job as effectively as you used to with traditional methods. Conventions, conferences, and expos, once great ways to network and […]