sales productivity

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14 May: How Relationship Data Can Create Operational Success

No matter what industry you’re in, growth is always top-of-mind. Client roster growth, revenue growth, operational growth… they’re all tied together, and one cannot happen without the others. 

When it comes to operational growth, the key is to build processes and best practices for operational resilience and driving efficiencies. But your organization can only do this if you have access to the right data. Having access to timely and quality relationship data improves decision-making that can result in organic growth at a lower cost, driving business effectiveness, efficiencies, and — ultimately — revenue.

Quantifying the Cost of Poor Data

Growth…

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06 May: Protect and Grow Revenue Using Relationship Analytics

In business and in life, relationships reign supreme. When you build strong relationships with your customers, they’ll be more engaged, remain loyal, and will passionately advocate for your business — making them key factors in growing and protecting your revenue.

A key qualifier of a successful customer relationship: knowing who they are. Sounds simple, right? But getting to know your customers takes more than just a handshake and a “How do you do?” It takes a holistic, deep-dive approach to know exactly what you need to do in order to gain — and keep — your customers’ loyalty. 

That’s…

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13 Apr: Boost Sales Efficiency with Productivity Insights and Activity Analytics

As a leader, manager, and coach, how well are you dialed into the performance and productivity of your salespeople? For sales managers, having insight into the real-time productivity and performance of your team has never been more important. As the way we do business continues to evolve and workforces become more disparate, equipping teams and leaders with the technologies they need to smash their goals has become a need – not a want.

When managing large teams or those spread across a large geographical area, sales leaders can feel disconnected from their people, limiting visibility into the daily activities of…

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12 Feb: Cleanse, AI-Powered Contact Quality Management for B2B

Keeping contact information up-to-date within a customer relationship management (CRM) system is difficult — especially for customer-facing staff. Not only are these employees strapped for time — they are often unaware of departures and physical moves their contacts have made. This causes discrepancies in CRM data quality, leading to bigger troubles down the line.

Managing data often requires staffing a team dedicated solely to data stewardship, which requires a significant investment in people and time resources. Organizations seem to have two choices: either staff a data stewardship team to constantly work in a reactive cycle to outpace data decay and…

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10 Sep: 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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05 Sep: 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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22 Aug: How to Reach Disengaged Prospects and Clients

“How do I engage with busy or disengaged prospects who don’t yet see why they should be talking to me?”

It’s the heartfelt cry of many involved in new business development. It’s also a real issue for those trying to re-engage with lapsed or low-contact customers.

We all know that cold calling is a pretty inefficient and ineffective numbers game. The figures are there to back up the experience: 90 percent of buyers say they don’t take calls from unknown callers. The latest figure I saw was that it takes 18 calls to get a live contact with a…

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08 Aug: 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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25 Jul: 15 Quick Tips to Make Your Pitches More Effective

Are you or your team members struggling to put together more effective pitches? Never fear. Check out this list of winning tips from the sales performance experts at SalesLevers.  

1. Only present your offer after summarising the client’s total situation and their requirements—and gaining their acceptance of your summary.

2. Don’t present ideas in the offer for which the client can see no requirement.

3. Know the offer inside out. Sound and detailed product/service knowledge will give you the confidence to make a good presentation. Skimpy knowledge makes for presentations which will reflect a lack of confidence. Such presentations will…

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16 Jul: 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…