The tools and systems developed for salespeople created a new issue, time management.  Of a 49 hour work week, how many hours are sellers actively engaged in sales activities? Would you guess 30 hours, 20 hours, 15 hours, the average seller spends

As a seller, I can think of few phrases that I hate more than “let me think about it.” The longer a deal takes to close, the odds of closing drop dramatically.   Why is that?  The forgetting curve starts: 75% of the information is forgotten within 24 hours, 90% of the inforamtion is forgotten within 30 days and 50% of the information they can recall is

Every seller has struggled making quota at one time in their career.  The reasons it happens are endless, ranging from losing a large client, unrealistic quota, market shift, competitors to bad pipeline management.  The stress to hit the goal can become overwhelming.  Here are some steps to help you turn it around.

Are you meeting with the sales team to discuss the deals they are losing? This is a healthy and productive way to build revenue. Open and honest discussions with the sales team are essential to establish trust between sales management and salespeople.  Remember, this is not a rah-rah meeting where you just combat all their issues.  This is a listen and learn where you make clear decisions based on facts and analysis.  

Forty percent of salespeople think prospecting is the hardest part of their job. Email marketing has proven to be a primary lead driver for many sales teams.  The key to increasing your response rate is having a great prospecting email.  Here are some components that make up a better email.