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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”),…
With 3 out of 4 economists predicting a U.S. recession by 2021, uncertainty around the United Kingdom and the European Union trade agreements, and global economic confidence weining, how is your business protecting itself from a downturn?
When recession looms, leaders look to the levers within their business they can influence – focusing on retaining current customers, closing best case sales opportunities in pipeline and protecting cash reserves. Many will resort to cost cutting to further mitigate risk or postpone investments in new technology that had been forecasted to drive innovation and competitive advantage.
While many leaders will shy away…
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…