The Center for Sales Strategy Blog
Studies show that reaching out to leads within an hour of them contacting you makes you seven times likelier to have meaningful conversations, and up to 50% of sales go to the vendor who responded first. There’s also a tenfold decrease in your odds of making contact with a lead if you wait more than five minutes to reach out after they submit a...
I think we can all agree that securing appointments is foundational to achieving sales goals. However, findings from the recent Media Sales Report found a persistent gap between the expectations and reality of salespeople and their managers when it comes to the actual number of scheduled appointments.
When selling a product or service, not all outreach efforts should be directed directly at the decision maker, who has the final word on what will be bought. Instead, it's more effective to engage with the people around them—influencers from whom they seek advice, people nearby who can speak favorably about your company, and sources of information...
What worked a few years ago and helped gain successful sales leads might be outdated and could never work now. For instance, there were times when cold calling was king, but it can't help in this age of digital marketing. Therefore, adjusting your strategies is incredibly crucial in ensuring you get quality sales leads. Here's a detailed look...
For as long as sellers have been selling, managers have tracked their activity. Over time, we've improved the tools we use to track that activity, from call sheets to spreadsheets to CRM. But if all we do is capture the data and not study the data, what's the point? After all, the value is not simply in seeing how much activity we have but in understanding...
Referrals are the lifeblood of sales success. They are the ultimate "social proof" because people trust friends and influencers more than any advertisement delivered by the brand. A referral is someone who has a personal reason to check out your brand and who approaches your products or services with a positive-leaning curiosity. They may even...