"Silence is a source of great strength." - Lau Tzu The words of philosopher Lau Tzu are not wishful musings; they are backed up by science. A study found that in a high-pressure situation, both parties could gain power if they leveraged silence. (1) These days, most people are focused on getting time back. They attempt to do so by [...]
Hybrid events were a lifesaver in 2020 and will continue throughout 2021. They allowed companies to host meetings during the pandemic's height when lockdowns and fear were widespread. People could choose to attend in-person or virtually. Venues were less crowded, making it easier to apply social distancing measures. But now, as the world inches its way back to normalcy, onsite [...]
Which sales tactic generates warm leads and requires very little financial investment? Referrals. Why are referrals so valuable? Seventy-eight percent of B2B marketers report that referrals capture good or excellent quality leads. (1) Sixty percent of marketers see a high volume of leads from referrals. (1) Fifty-four percent of marketers indicate that referral marketing offers a lower cost-per-lead. (1) Eighty-four [...]
Eighty-eight percent of companies suffer a blow to their bottom line because of inaccurate data, ultimately losing 12 percent of their revenue. (1) Data decay can also harm the outcome of lead generation programs. A business that fails to provide updated B2B contact data for these programs wastes 27.3 percent of salespeople's time. This failure equates to 546 hours per [...]
Part One: Marketing Engagement Versus Sales-Ready Conversions Part Two: Preventing and Re-Engaging No-Shows The final installment of this three-part series discusses how to prevent leads from dropping off and how to close more leads with less effort. It's not a secret that today's buyers are savvy and conduct most of the purchasing process themselves. Eighty-seven percent of buyers self-service part [...]
Few occurrences are more frustrating for a salesperson than setting up an appointment, only to have the prospect pull a no-call/no-show. Worst yet, some leads disappear altogether even after they seem highly qualified. It may seem that sales professionals have little control over lead abandonment, but this is a myth. Studies demonstrate that: 42 percent of people would feel encouraged [...]
Delegation is one of the biggest challenges that leaders face. It means letting go and depending on and entrusting others to get work done efficiently, correctly and timely. However, delegation is a necessity to ensure productivity, morale and business livelihood. Just how much can delegating impact a business? In one study, over 50 percent of business owners think that they [...]
While fluidity has always been a defining characteristic of sales, a recent shift to guided selling is currently taking place. Consumers’ experiences are becoming increasingly digital and remote– from the selling process through onboarding. Navigating this change to success requires establishing a formal sales process based on the company’s sales history. This concept is called guided selling. With an emphasis [...]
Contrary to the highly debated consensus that business cards are a dinosaur and relegated to the trash, they can be effective – if they are customized. Why is a high-quality, customized business card a powerful tool for driving sales? And why does a generic card fail to make the same impact? 72 percent of people judge a business on the [...]
5 Reasons Why Sales Processes Improve Sales Performance Sales is an occupation that typically offers a great deal of independence. This sense of freedom is part of its appeal. The unstructured nature of a sales career extends to how salespeople interact with prospects, with 68 percent choosing to skip a formal sales process. (1) While this may not sound like [...]