“Thus it is that in war the victorious strategist only seeks battle after the victory has been won, whereas he who is destined to defeat first fights and afterwards looks for victory.” –Sun Tzu, The Art of War IV.15 In other words, if you want to achieve your goals,...
Sales Tips
A Critical Step to Hold Better Sales Calls
The discipline of sales is constantly evolving. New technologies, metrics, and tactics are created every day to help sales teams create an edge in the sales process. One thing doesn’t change—preparation is essential. 99% of customers want salespeople who contact them...
The Importance of the Inside Sales Rep
Historically, many organizations have severely undervalued the importance of a well-established inside sales team. The old way of thinking would sound something like this: “Field Sales is more strategic, meeting with C-level executives and developing strategic...
Common Attributes of Underperforming Sales Teams … and How to Address Them
Surveys show that most sales leaders feel their team is underperforming. This is due to a number of factors including lack of coaching, outdated sales models, and poor lead management systems and processes. At NuGrowth, these issues come up repeatedly in conversation...
Anatomy of a Pre-Call Plan
“By failing to prepare, you are preparing to fail.”
We have all been in situations when poor preparation has led to unnecessary work, when we wished we had taken the time to organize our thoughts or questions before acting.
Approaching a sales call requires groundwork. Without it, it is easy to lose control of a conversation. By the end of the call, you and your team may discover you have more questions than when you began, or, without realizing it, that you failed to gather all the requisite information to begin serving a client.
Benjamin Franklin’s warning is important in life as well as in business. If you take time to prepare, and stick to our proven, pre-call plan, you and your team will have a smoother, more successful sales call.
Lead Follow-up Best Practices
To further prove that timing really is everything, you need to make sure that you follow up on inbound leads quickly. How fast? The Harvard Business Review study found that follow-up phone calls made within five minutes of the lead filling out a form were 80% more...
When the Shortcut Isn’t All That Short
Have you ever followed what your GPS tells you is the shortest route, only to find yourself on a dirt road in the middle of nowhere? Or tried a “do-it-yourself” renovation project only to call in the experts after pouring too much time and money into a failed attempt?...
Getting to the Why Behind Sales as a Service – Part 2
Last week, we posted Getting to the Why Behind Sales as a Service. This week’s post continues the thread… answering more of the questions we get asked on a regular basis. Why do you stress CRM discipline so much? For the good of the organization, you need to pull all...
Getting to the Why Behind Sales-as-a-Service
As inside sales professionals who specialize in helping companies build world-class sales and marketing organizations we frequently get asked, “why?” Why hire a sales-as-a-service company instead of just hiring a rep or two? Why inside sales? The “why” list goes...
Is your sales organization good or great?
“What separates great from good sales organizations?” That is the question posed in a recent Harvard Business Review blog post by USC Marshall School of Business instructor, Steve W. Martin. It is also a question take-charge leaders are asking themselves… and acting...