Growing Sales During COVID19 Part 3

New sales will be slow as organizations review their cash flow and reallocate budgets based on their new environment. I am posting three short blog posts on how to grow revenue in this environment. Part 1 -What to do with current clients Part 2- How to close outstanding business Part 3- Future opportunity for growth In part 1, I suggested the best way to utilize unused current contract value with your clients. In part 2, I reviewed the steps to secure or move forward outstanding business. In part 3, I will discuss how to build your pipeline during this time. After watching the Tiger King, I am [...]

Growing Sales During Covid19 Part 2

New sales will be slow as organizations review their cash flow based on the new environment and reallocate budgets. I am posting three short blog posts on how to grow revenue in this environment. Part 1 -What to do with current clients Part 2- How to close outstanding business Part 3- Future opportunity for growth In part 1, I suggested the best way to utilize unused current contract value with your clients.  In part 2, I will discuss how to address opportunities that were in the final stages of closing before the quarantine.  Pandemic or not, the longer an opportunity stays open, the lower the probability of closing [...]

4 Reasons to Love Sales

It is not hard to fall in love with sales. Few other jobs offer great pay, expense accounts, and flexible hours like sales. However, when you are struggling, it is easy to become frustrated with the volatility of sales. Most have experienced the euphoria of closing a huge deal or being 25% over quota, winning awards, and having great clients. Whereas we also experience moments of disenchantment, like when a manager gives an unattainable quota, your largest client cancels, a product glitches, or you spend your day dealing with unhappy customers. The highs are very high, and lows can be [...]

By |2020-02-11T14:56:18+00:00February 11th, 2020|Business, General Business, Sales 101|3 Comments

Why Your Sales People Are Leaving

According to Sales Hacker, on average, today's salespeople only stay on the job for 16.8 months. Sellers are exchanging the promises of future commissions for short-term salary increases, and perks, bypassing the slugfest of building a book of business, which is vital for an organization's long-term success. Typical factors, like competition and the economy, are contributing to salespeople leaving.  But the most significant change of surveyed sellers is the level of people reporting dissatisfaction as the primary reason for departure.  Not surprisingly, the organizations with the longest sales team tenure are the same as the salespeople expressing the highest level [...]

By |2019-12-03T21:22:05+00:00December 20th, 2018|Business, General Business, Management|0 Comments
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