The first half of the year is now behind us. For those of you who are on track to achieve your annual goal, congratulations! For those of you who need to play catch-up in the second half of the year, do not despair – you can still make this a successful year. First, realize that […]
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Many sales professionals often ask us, “Where do I find more leads?” They want to know how they can expand their pipeline of sales opportunities, in order to improve their chances of reaching or exceeding their goals. We’ve discovered, however, that few salespeople do a good job of tapping into their most lucrative source of new […]
Customers are not the way that they once were. Today, they are sophisticated, educated, and informed buyers who select professionals firms in increasingly competitive and complex situations and industries. Partners for Life They are often looking for a collaborative partner, not just a supplier. This leaves us with the questions: How do salespeople find more […]
How much of your annual goal depends on growing revenue in strategic accounts? Almost all of our clients tell us that a relatively small number of large accounts generate a disproportionate amount of their revenue. Protecting and growing revenue in strategic accounts are critical success factors for nearly every sales leader. So, how awful would […]
Are your salespeople putting enough time, effort, and thought into developing and retaining business with your current customers, especially in large key accounts? Even if they are, how do you know if they are doing this effectively? Our clients tell us that the cost of sale for acquiring a new customer can be up to […]