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All Sales Process Articles

How to Write a Business Proposal in 7 Steps + Free Template

By Jess Pingrey on January 8, 2021 | How To, Sales, Sales Process

A business proposal is a document used in sales management to offer specific goods or services to leads at a defined cost. They are typically used by B2B companies to win new business and can be either solicited or unsolicited. Effective business proposals have an executive summary, key project details, and require a client signature….

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How to Effectively Score Quality Sales Leads

By Jess Pingrey on January 4, 2021 | How To, Sales, Sales Process

Lead scoring is a sales management strategy that helps to identify prospects most likely to make a purchasing decision using a combination of factors that measure level of interest and quality of fit. This then allows sales managers to sort leads from hottest to coldest so that they can better prioritize follow-up activities. While you…

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Marketing Qualified Lead (MQL) vs Sales Qualified Lead (SQL)

By Jess Pingrey on January 4, 2021 | Sales, Sales Process, What is

A marketing qualified lead (MQL) is a potential customer who matches specific minimum requirements based on your ideal customer profile. These potential customers are typically sourced from marketing efforts such as ad campaigns and email marketing campaigns. MQLs are typically one of the first stages in a multistage sales pipeline process, often tracked using a…

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9 Effective Introduction Business Email Templates

By Jess Pingrey on December 17, 2020 | Sales, Sales Process, Templates

An introduction email is a message you send to a prospect with the purpose of introducing yourself and eliciting a specific action, such as scheduling a meeting or call. We’ve included nine business templates salespeople can send to ensure that their specific message is communicated effectively and increases the chance of a response. Business Introduction…

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17 Ways to Generate B2B Sales Leads for Your Business

By Jess Pingrey on December 17, 2020 | Sales, Sales Process, Tip List

Sales leads are potential future customers often referred to as customer prospects. B2B sales leads enter at the start of the sales process and are crucial to maintaining a healthy sales pipeline. Let’s take a look at some of the most effective ways to generate sales leads for your small business. 1. Purchase Business Contact…

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How to Engage Prospects With Cold Emails

By Jess Pingrey on December 1, 2020 | How To, Sales, Sales Process

A cold email is an unsolicited message you send to someone you don’t know as a way to generate sales leads. It is used as a tool to reach out to prospects and bring them into your sales process. Writing an effective cold email means creating a personal connection, briefly stating your purpose, and moving…

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The Ultimate Guide to Lead Generation

By Jess Pingrey on November 5, 2020 | Sales, Sales Process, Ultimate Guide

Lead generation is a set of tactics used to attract potential customers and move them into your sales funnel. It involves engaging prospects, capturing their interest, and nurturing them into customers. Small businesses use a range of strategies for generating leads from inbound marketing to prospecting—and even purchasing verified lead lists. Lead generation works by…

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How to Get More Referrals & Gain Raving Fans

By Jess Pingrey on November 4, 2020 | How To, Sales, Sales Process

It’s no secret that referrals from satisfied customers are much more likely to generate new customers than any other form of sales or marketing communication. After all, few things are more reassuring than a positive endorsement from someone you know and trust. In this article, we share with you the most powerful ways sales leaders…

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13 Sales Follow-up Email Templates for Any Situation

By Jess Pingrey on October 2, 2020 | Sales, Sales Process, Templates

Sales follow-up emails are email messages that engage a lead at different stages in the sales process. These messages work to build trust and understanding while reminding prospects of your company benefits and give a reason to continue the conversation. Email templates, such as the ones we have created below, help salespeople follow up quickly…

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Business Networking: What Is It & Tips for Success

By Blake Stockton on August 26, 2020 | Sales, Sales Process, What is

Business networking is the act of forming relationships to improve your company—from finding clients to discovering new suppliers to meeting government officials. The key word is “relationships.” Think of networking as a passive way to form relationships slowly, not as an aggressive way to hunt for new customers. Why Should You Do Local Business Networking?…

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Free Business Proposal Template (Tips & Examples)

By Jess Pingrey on July 17, 2020 | Sales, Sales Process, Templates

Business proposals are documents that describe the terms of a sale for potential buyers. They’re typically used by B2B businesses to provide detailed explanations of their products and services, pricing, and scope of work. They can be customized, but they typically follow a business proposal template, which is why using a repeatable process is important…

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How to Organize & Track Your Sales Leads in 7 Steps

By Lisa McGreevy on July 2, 2020 | How To, Sales, Sales Process

Leads, customers, and prospects are critical stages within your business cycle. When you properly track leads, business results become more clear. In addition, properly tracked leads indicate how well a salesperson is doing their job and how to improve your sales process for better results. Leads should be organized by source, level of interest, and…

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