In a recent post I looked at a number of sales metrics used in managing sales performance. With some many indicators available, which are the most critical sales metrics for a sales leader to manage? I have selected the following 5 metrics as the most beneficial to a sales leader in managing sales performance. 1 …
Listen closely. Your lead sources are trying to tell you something. Some are shouting, “I’m a wellspring of sales-ready leads! Focus your energy and resources on me.” Others are grumbling, “My leads are expensive, and they don’t convert. Cut me loose. Now.” Are you getting the message? One important way of evaluating your sales leads …
“Consultative selling is an approach that focuses on creating value and building trust with a prospect. It focuses on exploring their needs before offering a solution. The salesperson’s first objective is building a relationship; their second is providing the right product.” Recent research by Gallup finds that less than half of customers believe sellers adequately …
CRM. From its beginnings as a glorified list of contacts, modern CRM has matured in something much more powerful—and much harder to define. Today’s CRM systems house and make sense of unlimited points of customer data; generating leads, capturing sales performance, marketing campaigns, customer service cases and more information about a customer can be just …
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