Upselling is a sales tactic that increases sales when done effectively by getting customers to purchase additional suggested products or services that are directly related to the original item of interest. Examples include offering extended warranties on laptops or premium features on a car as these items increase the sale value and complement their purchase….
What Is Cross-selling? When It Works & Tips to Make It More Effective
Cross-selling is a sales management strategy used to increase the overall value of a transaction by suggesting additional products or services that complement the existing purchase. For example, a custom-tailored suit store might ask you if you’d like to consider shoes to go with a brand-new coat and pants. It is commonly used in retail…
How to Improve Sales & Marketing Alignment & Why It Matters
Sales and marketing alignment occurs when those involved in awareness building work together with those tasked with lead generation and nurturing. Because smaller teams often have to perform more than one role, alignment is often easier for small businesses to achieve. However, it does take planning and in some cases, additional training. You can strengthen…
What Is Lifestyle Segmentation? Definition & How to Use It
Lifestyle segmentation is a categorization of target audiences by how they live, which includes activities like healthy eating, staying active, and participating in sports and other hobbies. It’s best for companies whose customer lifestyles drive their purchasing decisions like shoe purchases for active moms. Benefits include customized messaging and better rapport-building, which increases sales. If…
B2B Sales: The Ultimate Guide to Business-to-Business Selling
Business-to-business (B2B) sales is the process of selling to another business instead of to consumers. In general, it includes a more involved relational and consultative sales process, along with a longer sales cycle, as opposed to the transactional sales process that is more common with business-to-consumer (B2C) sales. How Business-to-Business Sales Works B2B sales works…
Top 29 Sales Training Videos From the Pros
Sales training videos provide a very efficient and effective way for small business sales teams to learn new skills, brush-up on old ideas, and get a positive inspiration from top sales professionals. To help you get the sales skills needed to increase your conversion rates, we gathered this list of 29 free inspirational sales videos….
Top 30 Sales Quotes from the World’s Sales Pros
Sales is a challenging profession and the demands of closing deals can take a toll on even the best sales professionals. To help alleviate your stress and keep you inspired to reach key sales goals, we asked experts to share their go-to motivational quotes. Here are 30 of the best motivational sales quotes from the…