Sales leadership involves making relevant strategic decisions that fit the vision and mission of your organization as well as motivating and inspiring your sales teams. Excellent sales leaders are essential because they set the tone for a company’s culture and overall business success. In this article, we explore the qualities of a sales leader, how…
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What Is Lead Qualification & How to Identify the Best Leads
Lead qualification helps you prioritize sales activities toward leads that are most likely to generate revenue. It’s done by establishing qualification criteria for scoring leads, then distributing top prospects accordingly. This creates a more efficient sales operation and increases lead-to-customer conversions. We will define what lead qualification is in more depth, explain how to qualify…
What Is Cross-selling? Definition & Tips to Make It More Effective
Cross-selling is a sales tactic used to obtain more value from a deal or sales transaction. While commonly used for retail businesses, it can be applied to many industries in both the B2C and B2B markets. In this article, we explore cross-selling more in-depth and provide examples, tips, and script templates you can use to…
What Is BANT & How to Use It to Identify Qualified Leads (+ Free Checklist)
The budget-authority-need-timeline framework, aka BANT, takes into account four major buying factors prospects consider when making a purchase. It’s a qualification strategy you can use to prioritize sales leads in order to identify those most worth immediately pursuing. Keep reading to learn more about what BANT is, how you can use it to find the…
8 HR Challenges & How You Can Meet Them
The COVID-19 pandemic has changed how we view work, bringing challenges—some new, some old but with a twist—to 2022. Here are the top human resources (HR) challenges for 2022 and some strategies to manage them. 1. Change Management In 2022, we’ll still be seeing the effects of the drastic worldwide changes brought about by the…
What Is a General Liability Audit?
A general liability audit is when your insurance agency reviews your risk exposure based on payroll, gross sales, and employees’ job duties. It’s a way to make sure that you have the proper amount of coverage and are paying the correct amount for general liability insurance. Why Insurers Audit General Liability Policies General liability policies…
What Is a Feasibility Study for Small Business?
A feasibility study for small business is an in-depth research and financial analysis that recommends if one should pursue a business idea or product. The study contains estimates of items such as income, costs, obstacles, and technical challenges. Typically, a feasibility study for a small business costs a minimum of $5,000. However, they can cost…
What Is a DBA & Who Needs It
The DBA (doing business as) is the public facing name of a business. For a sole proprietor, a DBA allows them to market a business other than their legal name. For an LLC, a DBA allows the owner to market a business with a name other than the registered name. Several states and counties use…