According to SiriusDecisions, around 67 percent of the buyer’s journey is now digital. What does that mean for your sales team? Well, by the time your sales rep speaks with a prospect that prospect is already familiar with your competitors, your product, has heard a few sales pitches, and is quite close to making a […]
One of the most talked about trends among sales thought leaders today is the increased importance of inside sales. If you believe the hype then just as Black Friday in-store shopping is being rapidly overtaken by online gift buying, field sales teams are rapidly being replaced by remote sales teams. Inside sales teams are cheaper […]
Right now, admissions departments are undoubtedly spending time strategizing on how they’ll reach 2014 enrollment goals. For many school marketers, success in 2014 means adapting efforts for a student education decision journey that is becoming increasingly digital. According to a 2012 study conducted by Google and market analysts Compete, nine in ten enrolled students have […]
We don’t dispute the timeless wisdom or simplicity of the “Always Be Closing” mentality. The ABC’s of selling, however, overlook a critical step to turn more leads into closed deals – prioritization. Every day, sales pros in every industry begin their day facing a staggering amount of data on prospects that is as helpful as […]
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