A sales cycle is the time it takes from the first conversation with a prospect to the time you receive a purchase order.
If you could shorten your sales cycle by 30% or more, what would occur?
Many people use the terms Interim Sales Manager and Part-time Sales Manager interchangeably. In reality, these terms and positions are very different. Interim sales managers are typically a full-time employee acting to bridge the gap until a permanent sales manager or director can be found. Com...
These days, it takes a village to make a purchase decision. Gone are the days of calling up Joe from IT, catching up over lunch, and closing the deal a week later. Today’s sales reps get to woo an entire buying committee.
In 2014, CEB began tracking the average number of people who have to form...
Several years ago, our sales approach was very linear. Our reps mainly focused their efforts on account administrators, and as soon as they got a “no,” they would move on to work the next account.
We were hitting walls, and we were leaving a lot of value on the table. To compound the issue, leadershi...
If you are struggling to maximize sales, perhaps it’s because buyers have changed how they buy things faster than you’ve changed how you sell things? The message in the video should be of little surprise for most. However, the surprise comes when we visit SMB that have failed to pivot in the say the...
