Trust is essential to any relationship, even in the workplace. Trusting that everyone within a team is accountable for completing work correctly, on time, and within budget is the standard by which organization success is measured. When confidence is lacking about how others perform, mistrust and distrust can lead to low morale, poor productivity, and even hinder company growth. Whether [...]
Have you ever had difficulty concentrating and staying focused on a task? The good news is that a brain break might not be as detrimental to your work as you think – it might even help you solve a problem. (1) People dislike spending time with their thoughts. Have you ever noticed how many people have their heads down while [...]
Where do you focus your business activities: bringing in new customers or keeping your current ones? Both types are important for companies, but retaining existing customers reigns supreme. Prospecting for new customers is important, asking for referrals is important, but repeat business is essential. If you need reasons why you should concentrate on repeat business, as well as leads and [...]
"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 [...]
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 [...]