Search Results "sales"

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By Adam Stewart, VP, Sales Innovation Technology | Introhive
How to Tap Your Network to Boost Sales

Read on for a quick 101 in the art and science of warm introductions.

If your cold calls get the cold shoulder, know that the odds are against you. Just 1 percent of cold calls result in a meeting. And nearly nine out of 10 high-level B2B buyers don’t even respond to them.

What buyers really want are referrals from people they know. In fact, a referral kicks off the sales process for 84 percent of B2B buyers. Why the high rate of success? Because referrals from real-life connections warm up the buyer (hence the phrase “warm introductions”),…

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By Richard Higham
When Sales Funnels Go Wrong

Are your sales funnels delivering?  Probably not, if you’re reading this. Or, at least, you sense your sales performance could be better.

It’s really all about risk management. There’s the risk of coming in below predicted target with implications for individuals and organizations. And you have the risk of business plans and cash requirement being driven off course. You might even be at risk of non-delivery if unexpected business comes in at unexpected times.   

But successful funnel management goes beyond risk reporting. And it does more than improve forecasting accuracy. Optimized sales funnel management identifies potential problems in the…

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By Richard Higham
6 Keys to Success with Third-Party Sales

Managing third-party selling is not easy. But in many sectors, it is very important! The intermediaries hold the key to increased income from existing clients and winning new clients.  

Third-party selling can either be the way the company delivers customer intimacy or a barrier to customer intimacy.

In the past companies often took the view that provided the results were good (right volumes, right margins, right compliance) then the activity of distributors did not really matter.  It was almost part of the deal: “as long as you deliver the result we will leave you alone. You get your freedom….

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By Dan Dowling
Featured Partner Interview: SalesLevers’ Richard Higham on the Future of Sales

When SalesLevers’ founders Richard Higham, Martin Allison and Alan Timothy, set out to build their U.K.-based sales performance consultancy in 2017, they came from diverse backgrounds. But they all agreed on one thing: the world of sales was changing.

“We see four drivers of sales change,” Higham said. “Today’s sales teams have to sell in what we call a ‘VUCA’ world, where volatility, complexity and ambiguity interact. They’ve got to generate growth in low-growth economies. They’ve got to deal with buyers who are changing significantly in the way that they want to do business. And finally, there’s a whole…

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By Richard Higham
The 10 Cs of Sales Training

Sales training strategy is a vital component of managing a sales team. Here are 10 things to think about as you look at the way your salespeople learn and develop.

Sales Training Strategy Cs: 10 Focus Areas

Challenge: What’s the goal? Be clear about the objective. “Increase market share by 10 percent in a flat market”, “Generate 50 percent of revenue from our top 10 percent of accounts”. “Failure only comes when we forget our ideals, objectives and principles”. Agree what success looks like before going ahead with training.

Clarify: It is essential to have a clear and accurate picture of the…

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By Bridget Pfefferle
Introhive, Purus Consultants Partner to Deliver Salesforce Success Strategies

Relationship intelligence leader, Salesforce experts team up to help business get more value from CRM

London, 10 June, 2019 — Introhive, the leader in relationship intelligence and sales automation technology, recently partnered with Purus Consultants, a boutique Salesforce consultancy in the United Kingdom, to help organizations get more value from their customer relationship management (CRM) investments.

While Introhive lends its best-in-class CRM automation and artificial intelligence platform to the partnership, Purus adds Salesforce development, integration, implementation, training and ongoing support expertise.

Introhive’s Partner Director for Europe, Middle East and Asia, Alison Hodivala, describes Introhive’s platform as a business-automation…

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By Bridget Pfefferle
Introhive, SalesLevers Partner to Deliver Data-Powered Sales Performance Strategies

Relationship intelligence leader, sales performance experts team to transform sales organizations

London, 30 May, 2019 — Introhive, the market leader in relationship intelligence and sales automation technology, announced a partnership with U.K.-based sales performance experts, SalesLevers, to bring their combined expertise to customers across a variety of fields.

Introhive lends their industry-leading business-automation and artificial relationship intelligence platform to the partnership. The SalesLevers’ team brings their integrated, consultative methodology to navigating challenges and meeting goals, backed by a combined fifteen decades of experience transforming sales organizations.

Introhive’s Partner Director for Europe, Middle East and Asia, Alison Hodivala, describes Introhive’s…

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By Dan Dowling
3 Ways AEC Firms Can Improve Sales and Marketing Alignment

As the unrelenting wave of digital transformation washes over nearly every business, the movement has finally reached the notoriously traditional architecture, engineering and construction (AEC) industry and its customers, as well.

At the same time, the growth of omni-channel and transmedia marketing engagement strategies further complicate how marketing and sales teams nurture and engage customers through a journey to purchase.

The former aims to provide a seamless customer experience, regardless of channel or device or stage of maturity. While the latter is all about storytelling that “transports” a customer into a brand’s world, to forge a personal connection…

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By Christian Grandy
Beyond Physicians: Growing Pharma Sales Using Relationship Maps

Times are changing for the U.S. pharmaceutical sales market. Companies and sales teams are challenged with the controversy of the opioid epidemic and the advancement of marijuana legalization. And while a big chunk (42 percent) of sales continue to go through doctors’ offices, the on-the-rise areas of focus are government agencies, managed-care organizations and the patients themselves.

This change in prospect focus is top of mind for executives, with one survey even rating their concern with the shift ahead of new product development.

Branching out into new sales areas means seeking out and building new connections with an…

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