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Telemarketing is controversial, but that’s mostly because it is so often done wrong. In a best-case scenario, it isn’t about calling people at random, or contacting them with an offer just because they’ve been customers for a long time. So, what should telemarketing be? Telemarketing, meaning the times your business reaches out to people you’d… …
Your lead generation activities have been a success. There’s a long list of people who shared their details with you because they’re interested in what you do, but they aren’t ready to buy yet. How many of them can you expect to convert? Figures vary from source to source, but a conversion rate of around… …
You’ve identified hundreds, even thousands, of people who may be interested in your business’s products or services. But, not all your leads are equal. Some are hot prospects who will make a purchase if they are given a little encouragement. Others are mildly interested in what you do but may never become customers. Lead scoring… …
It’s a question that keeps sales managers and business owners awake at night. Whether it’s because sales are lagging behind targets, or you’re focussed on sales growth, working to improve sales performance is a priority. In this article, we’ll look at ways to boost sales performance with actionable tips to help you. What Factors Affect… …
Every business has revenue targets, and reaching them takes careful planning. Looking into sales histories and what it took to get those sales can be informative, but simply doing what you did before doesn’t promise you growth. Simply increasing historical sales targets may be tempting, but if you don’t have a workable plan to help… …
Are you missing out on opportunities by waiting for clients to come to you? When people spot your business, decide you have something they want, and buy it, you get easy sales. But sales prospecting turns this process around. When you engage in sales prospecting, you identify people who might benefit from your products or… …
Even when you know you’ve got a red-hot lead, calling a stranger and pitching your product is not for the faint-hearted – or the unskilled. At the same time, being confident and articulate simply isn’t enough. After all, you aren’t calling to demonstrate that you’re a smooth talker. Instead, you’re hoping to present your product… …
It’s an ideal situation. A prospective customer spots your product or service, and comes knocking on your door to buy it. That’s inbound sales. But what about all the people who may benefit from what you do but haven’t yet become customers? When you approach people and offer something they want enough for them to… …
Selling and the sales process have earned an undeservedly bad name. When selling isn’t done with sensitivity and customer satisfaction as its ultimate goal, it’s easy to see why this happened. And with many sales reps earning much of their remuneration through commissions, the temptation to push the sale no matter what is great. It’s… …
Running a sales department is hard work and finding the right personnel to do the job isn’t as easy as it may seem on the surface. If you decide to use a company that’s dedicated to sales and selling to handle all or part of the sales process on your behalf, you’ve outsourced sales. While… …