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Customer Relationship Management: 7 Powerful Reasons to Consider It

In Sales by Marc

Experienced business leaders know that two pillars of a successful business are finding and retaining customers, and growing the business sustainably. The two go hand in hand. No matter what size your business is, you can’t afford to ignore the importance of having a customer relationship strategy. Have you ever lost important customer contact information? Have you missed a well-timed …

Practical Proposal Writing Tips

In Sales by JimBarker22

Whether you’re an entrepreneur or a marketing professional, writing an effective proposal to a client can have a big impact on your business. It can mean the difference between financial success or failure for your company and your future business goals. Take a look at these key proposal writing tips.

5 Discovery Question Categories

In Sales by JimBarker22

It’s sad to say, but not every inquiry into your products or services will mature into a win. Knowing when it’s time to cut bait and move on is the key to your success. Every second wasted is not only wasting your time, but delaying your next client from time spent with you. Asking the right discovery questions is important. …

The Importance of Mirroring in the Discovery Phase of Sales

In Sales by JimBarker22

The ability to facilitate and maintain strong communication between a seller and a buyer is key for securing and retaining clients. While there are other crucial sales tactics, there is no question that mastering communication will take your sales to the next level. Creating an environment that allows you to engage your buyers will spur meaningful conversation and drive consistent …

Sales Discovery: Buyer Styles

In Sales by JimBarker22

Your success or failure in sales begins with the information you glean about the potential buyer the moment you meet. This data will aid you in defining the buyer’s style, or persona, so you can tailor your pitch to speak a language they understand. Buyers tend to fall into one of four categories, which have distinct tell-tale signs.

Qualification: Budget, Authority, Need

In Sales by JimBarker22

Part of B2B selling involves qualification of sales opportunities. Qualification is necessary to determine your customer’s role in authorizing the payment of your products or services. You should determine this part of the sales process right away to make sure you are not wasting your time. The key decision-maker is not always the person you would expect To assess a …

Qualification of Sales Leads with Targeted Questions

In Sales by JimBarker22

Just as the rise of digital commerce has transformed so many aspects of our everyday lives, it has also shifted the ways that business and sales operate. Whereas salespeople of the past carefully honed each sales meeting, the online access to both potential clients and buyers has made it ever more important to analyze the fit between them. In short, …