Cold calling, or phoning a prospect with whom you’ve had no prior contact, is a common technique for developing new sales leads. However, it is not the only effective way to fill sales funnels. These nine tips on how to generate leads without cold calling are perfect alternatives for sales agents and business owners alike….
All Sales Articles - Page 18
Sales Performance Management: Get the Most Out of Your Team
Sales performance management (SPM) is how businesses use data and insights to help evaluate the performance of their sales team, plan quotas, map sales territories, and map out future sales strategies. Intentional SPM efforts help drive robust performance of sales team members, plan team goals, and foster excellent sales performance. How Sales Performance Management Works…
6 Best VoIP Services for Home Offices in 2020
Voice-over internet-protocol (VoIP) phone services transmit calls over a data network instead of traditional landline-based systems. This provides savings as well as additional features like video calling, call forwarding, and auto-attendants. We looked at the best VoIP services for home office users and evaluated them based on pricing, features, and usability. Top 6 Home Office…
How to Conduct Sales Performance Reviews
Many salespeople dread performance reviews because they worry about a poor review—which often signals a disconnect between sales managers and reps. However, conducting performance reviews should be more than issuing ratings and scores. It should be a dynamic conversation and opportunity to recognize achievements and strengths while identifying and addressing room for growth and improvement….
What Is a Predictive Dialer?: Definition, Cost, Features & Providers
A predictive dialer is a software system that can automatically dial phone numbers without human intervention. They connect sales agents and other workers to prospects as quickly as possible so they do not spend unnecessary time going through contact lists and entering digits. Predictive dialers are usually bundled with contact center systems. There is no…
How to Create a Google Sheets CRM in 7 Steps (+ Free Template)
Customer relationship management (CRM) software helps sales teams keep track of leads, contacts, and opportunities. While dedicated CRM software includes added functionality, you can easily set up a Google Sheets CRM to keep track of the most important information if you are just starting out. We’ll show you how in just seven simple steps. Of…
Best Multi-line Phone Systems for Small Businesses in 2020
Multi-line phone systems, or desk phones, allow for multiple numbers to be provisioned on a single hardware unit. This streamlines call management and improves communication efforts with internal and external callers. To determine the best solution for small businesses, we assessed the most popular multi-line phones and evaluated them based on the criteria outlined below….
Customer Acquisition Cost: What Should You Be Paying for New Customers?
Customer acquisition cost (CAC) measures how much money it takes for a business to gain a new customer. It includes marketing costs, salaries, and advertising. CAC is measured during specific periods of time to compare how it goes up or down. It is important because businesses aim to reduce CAC to improve their bottom line….
How to Implement Sales Territory Management in 5 Steps
Sales territory management is a process sales teams use to assign leads or accounts to specific salespeople based on geography, industry, product, or account size. This eliminates overlap between sales reps and clarifies who is responsible for specific opportunities. Territories are managed by assigning segmented prospects to individual team members who are given specific goals….
How to Motivate Your Sales Team: 13 Ways to Help Your Sales Reps Thrive
Sales managers and business owners have to keep their sales team motivated to close deals and increase revenue. Working in sales is a high-pressure environment, and sales reps can be prone to burnout if they aren’t continually motivated, so it’s important to invest in motivation strategies that foster a great culture and improve productivity. A…
What Is a Key Account Manager?
Key account managers are responsible for retaining the most valuable clients a business has acquired. These are customers who spend the most money on your products and services, often refer other customers, and improve your reputation in your industry. Key account managers build long-term relationships with these clients and foster trust and rapport. Key account…
6 Best Small Business VoIP Phone Service Providers 2020
Voice-over-internet-protocol (VoIP) phone services are internet-based alternatives to traditional landline phones with features like auto attendant, voicemail, and customer relationship management integrations. We looked at a variety of VoIP providers and compared them on price, features, ease of use, and more to determine the top six, including the overall best VoIP for small business. Top…