Sales Acceleration

How to classify sales leads

How to classify sales leads | Company-Centric Activities

INSIGHTS Classifying a sales lead boils down to classifying MQLs and SQLs. But know that classifying leads and discovery are different. Every great lead generation strategy has a finely-tuned lead qualification and discovery process that guides your business relationship and approach with your potential customer. However, most companies learn to categorize leads using lead qualification frameworks and …

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how to evaluate your sales process

Avoid Survivorship Bias in your Sales Process Evaluation

INSIGHTS Most companies misjudge their sales process’s effectiveness; they determine whether or not they’ve hit their goal. But that’s retroactive to your goal. A quality sales process, from initial contact to purchase, continually moves sales opportunities forward, shortens the sales cycle, systemizes the sales team’s sales operations and approach, and tracks the entire process. It helps salespeople …

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sales leader on a sales call

Sales Talk: Why deals die after a great conversation & how to fix it

INSIGHTS Communication is the single most important and most powerful sales tool. The problem is most salespeople are not very good at it. INSIGHTS IN THIS GUIDE I hear it from sales representatives and leaders all the time. They brought all the firepower to their meeting, but the deal died. Yes. It is important that …

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sales team meeting

Should you have a 100% commission sales team? The truth

INSIGHTS INSIGHTS WHAT YOU WANT IS EVERY BUSINESS OWNER’S DREAM. A TEAM OF TOP SALES PERFORMERS INCENTIVIZED TO SELL THAT COMMISSION-ONLY JOB. You’re probably looking at it from a: “prove you earned this role” perspective, but I’m going to be honest with you, and the truth may hurt. Most business owners use 100% sales commission …

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