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How to Create a Sales Pitch in 7 Steps

By Sheena Jones on June 25, 2019 | How To, Sales, Sales Process

A sales pitch is a short, interactive conversation that gets your prospect interested in buying what you’re selling, whether it’s an appointment or your product. It should be engaging and relevant, which is why your first step is creating a buyer persona. Your sales pitch can happen while prospecting or by phone via cold calling….

6 Best CRMs for Email Marketing

By Jason Aten on June 17, 2019 | Buyer's Guide, Sales, Sales Tools

Customer relationship management (CRM) software designed for email marketing falls into one of two categories: CRMs with marketing automation tools, and CRMs that seamlessly integrate with third-party email marketing tools. We looked at a dozen CRMs from both categories to come up with the top six CRMs for email marketing. Top 6 CRMs for Email…

What is IVR? Definition, Cost, Features & Providers

By Robert Watts on June 17, 2019 | Sales, Sales Tools, What is

An interactive voice response (IVR) system is phone system software with automated voice menus that can route callers to their desired extensions without human assistance, by dialpad or voice. The technology helps companies better serve customers and also frees up staff, making it helpful for call centers and other departments with high call volumes. is…

LinkedIn Lead Generation: How To Do It In 5 Steps

By Sheena Jones on June 12, 2019 | How To, Sales, Sales Process

LinkedIn is the largest social network for professionals, making it great for generating business leads. Benefits include having access to details like job titles and connections along with the ability to communicate on the site. To generate leads, you’ll need to decide on a target customer and whether you’ll run ads or send direct messages….

Cold Calling Scripts and How to Write Them (+Free Templates)

By Jason Aten on June 11, 2019 | How To, Sales, Sales Process

cold calling

Writing a cold calling script involves understanding your purpose for calling, crafting a compelling introduction, and making a personal connection. These scripts help salespeople better connect with customers by letting them focus on the conversation. We’ve included a series of free templates, and will cover how to create your own for a variety of situations….

Sales Cycle: Definition & How to Optimize Your Sales Funnel

By Chris Hawkins on June 4, 2019 | Sales, Sales Process, What is

Sales Cycle

A sales cycle represents the repeatable process of turning a prospect into a customer. For B2B sales, most salespeople follow a common set of steps, such as “prospecting” or “lead qualifying.” Understanding this sales cycle can help your business improve performance, lower customer acquisition cost (CAC), and provide revenue predictability, among other benefits. Free Sales…

How to Become a Customer-Centric Business in 7 Steps

By Sheena Jones on May 31, 2019 | How To, Sales, Sales Management

How to become a more customer centric business

Customer-centric businesses focus all of their business activities, including sales, operations, and service, on meeting customer needs and growing the customer relationship from presale to post-sale. Everything customer-centric businesses do supports customer satisfaction, making understanding, and improving your customers’ journey essential if you want to make the customer central to your business. A robust customer…

How to Use Consultative Selling to Increase Your B2B Sales

By Jason Aten on May 30, 2019 | Account Management, How To, Sales

Consultative selling is a sales management technique that involves seeking to understand a customer’s circumstances, market, and industry to best provide solutions that add value and solve their specific problem. It seeks to serve your customer by asking open-ended questions, understanding needs, and positioning products and services that are best suited to that customer. You…

Sales Process: The Ultimate Guide on How to Create One

By Sheena Jones on May 30, 2019 | How To, Sales, Sales Management

How to create an efficient and effective sales process

A sales process is the sequential steps needed to acquire customers and close deals. It’s created by documenting each step, commonly called pipeline stages, customizing each stage for your business, and mapping out the entire process. The sales process is important because it creates a roadmap for sales teams to consistently close deals. While your…

6 Best CRM Certifications

By Jason Aten on May 29, 2019 | Buyer's Guide, Sales, Sales Tools

Customer relationship management (CRM) certifications provide verified proof an individual has taken time to develop skills and experience with specific CRM software. Some involve courses and exams, while others are simply a status for consultants who setup software for clients. We looked at dozens of options to provide you with 2019’s top six CRM certifications….

Top 12 Most Surprising Platforms for Business Networking

By Kelly Main on May 28, 2019 | Buyer's Guide, Data-Driven Reports, Sales, Sales Process

Need to build your professional network? Scrap the old-school networking platforms like LinkedIn and go with something far more avant-garde—like a hookup app. Apps like Hinge and Tinder aren’t exactly synonymous with career advancement, but with approximately 34 million Americans using dating or social networking apps, there are bound to be some in the mix…

How to Create an RFP in 5 Steps [+Free Template]

By Chris Hawkins on May 21, 2019 | How To, Sales, Sales Process

A request for proposal (RFP) is a formal document describing a company’s need for outside help with a project. It outlines specifics such as project scope, goals, budget, timeline, and selection criteria, requesting vendors submit bids. An RFP lets businesses evaluate a vendor’s strengths and weaknesses, helping them choose the best one for the job….

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