Let’s talk about selling smarter! Sales prospecting is the process of identifying and reaching out to potential customers who may be interested in a company's products or services. The goal of sales prospecting is to build a pipeline of qualified leads that can be nurtured and eventually converted into paying customers.

Let’s talk about selling smarter! A sales funnel is a visual representation of the sales process, which outlines the steps a potential customer takes to move from awareness of a product or service to making a purchase. Setting up a sales funnel is important when a company wants to improve their sales process by identifying areas for improvement and optimizing their customer journey.

Let’s talk about selling smarter! The best customer success teams measure success by focusing on the outcomes that matter most to their customers. This approach requires a deep understanding of customer needs and goals, as well as ongoing communication and collaboration to ensure that the customer is achieving their desired outcomes.

Let’s talk about selling smarter! A sale can be considered complex when it involves multiple decision-makers, long sales cycles, and high-value solutions or products. Complex sales typically require a more strategic and consultative approach, as well as a deeper understanding of the customer's business needs, challenges, and goals. Here are some key factors that can make a sale complex:

Let’s talk about selling smarter! Sales metrics are important indicators of the health and success of a sales organization. Here are some of the best sales metrics and how they are used:

Let’s talk about selling smarter! Direct sales and direct marketing are both methods of selling products or services directly to customers. While they are often used interchangeably, they refer to different aspects of the sales process.

Let’s talk about selling smarter! A DRIP campaign, also known as an email drip campaign, is a series of automated emails sent to a targeted list of subscribers over a period of time. The goal of a DRIP campaign is to nurture leads and build engagement with prospects, ultimately leading them to take a desired action, such as making a purchase or subscribing to a service.

Let’s talk about selling smarter! Have you ever been dropped from a sales bid or found out you’re losing a big account and wondered, “Why didn’t I see that coming?” You thought the deal was a lock. You were positive that the client would stick around forever.

Let's talk about selling smarter! Over the course of your lifetime, you’ll be faced with situations that’ll test your will, challenge your determination, define your character. There will be days when you feel beat down, fed up, ready to call it in and shut it down. Adversity is a constant. But resilience? That’s a choice. And it’s a choice we get to make every day of our lives: Quit….or grit.

Let's talk about selling smarter! Sales teams can work better cross-functionally within an organization in several ways. Cross-functional efforts improve collaboration, communication, and overall performance. Here are some best practices for working cross-functionally:

Let’s talk about selling smarter! Sales churn rate, also known as customer churn or revenue churn, is the rate at which a company loses customers or revenue over a given period of time. This metric is important for understanding the health of a company's customer base and the effectiveness of their sales and retention efforts.

Let’s talk about selling smarter! The term "Sales Gatekeeper" refers to a person or department within a company that controls access to decision-makers who are involved in the purchasing process. The Sales Gatekeeper's role is to filter incoming sales inquiries and determine which ones are worthy of further consideration, and which ones should be rejected or redirected.