Blog

There is no escape from competition in sales. Whether it is already apparent or lurking around the corner, the challenge remains the same—to outperform and win deals. Let’s look at what sales reps can do to achieve a competitive edge through analysis, strategic planning, and skillful presentation.

Prospecting is vital in sales. It's often undervalued but shouldn't be. To improve efficiency and success, sales reps must qualify prospects, use appropriate strategies based on their stage in the buyer's journey, and leverage the latest technology and research. Successful sales organizations follow a proven sales process. You can replicate their success with your team by understanding this process.

Last weekend, a strange man knocked at my front door. He introduced himself as a painter named Steve with a unique specialty: painting your home address on the curb in front of your house. But Steve wasn’t looking for my business...

It’s easy for sales professionals to get frustrated and lose motivation when selling into a slowing economy. There are many headwinds facing client organizations these days – including recovery from COVID, ongoing recessionary pressures, inflation, budget cuts, supply chain issues, and continued employee turnover.

Most sales leaders are hyper-focused on increasing the sales team performance and try anything to improve prospecting activities. They look to create more opportunities by adding new tools to the sales stack, retraining the team, automating processes, and even outsourcing meeting acquisition.

Back in the day, sales prospecting was a straightforward activity: 50 calls a day. Today, prospecting has evolved as everyone spends less time talking on the phone. The most notable change is the quantity of prospecting emails sent out by sales teams.