16 Ways to Acquire More Qualified Prospects

Don’t waste time: If a prospect isn’t interested in your product or service, then don’t waste your time trying to qualify them. If they clearly aren’t a good fit for your business, just focus on qualified prospects to add the most value when it comes to closing. Make sure your prospects align with your ideal customer profile: Who is most likely to buy your… read more.

Tips for Implementing a Sales Pipeline Management Strategy

Companies that use effective pipeline management grow 15% faster than those with ineffective pipeline management. But what exactly is a sales pipeline? A sales pipeline essentially involves the individual stages within the sales process from qualifying a prospect into a lead to converting the lead into a sales opportunity, until the final closing stage. More often than not, these stages include: prospecting, first contact,… read more.

12 Ways Data Scientists Can Help Your Digital Sales Team

As I have discussed in a previous blogpost, data science is very important if you want to become successful at digital selling. Data scientists can save your sales and marketing professionals a lot of time and energy conducting tedious research, and they can evaluate the right problems related to the business. If you’re not convinced that your business or company needs data scientists to… read more.

Why Data Science is Important for Digital Selling

You know what data is and you know what science is, so you should know what data science is… right? Well, in simple terms, data science involves extracting information from structured or unstructured data in various forms and making sense of that data. Due to the growth and expansion of the internet, the amount of data being generated is increasing and at a very… read more.

Tips for Digital Sales Messaging

Sales Messaging is all about the potential customer asking the buyer: “why do I need your product or service and why do I need you to sell it to me?”. By answering these important questions, you’re on your way to creating a great sales message. But what about digital sales messaging? Digital selling is fast becoming the dominant way to sell, for both B2B… read more.

The Importance of Customer Engagement for Digital Selling

Engaging with customers is extremely important for customer retention and lead generation, particularly when it comes to digital selling. Establishing loyalty among prospects and leads enables you to convert them to customers. In order to do this, you need successful customer engagement. According to the CMO Council, 70% of customers’ buying experiences are based on how they feel they are being treated. This means… read more.

Alignment for Marketing and Sales Enablement: What You Need to Know

We all know what marketing is, how it works, and what its advantages are, but what is sales enablement and how can it be aligned with marketing? While the term itself is rather vague and can be difficult to define, in simple terms it refers to the systems, tools, and strategies that are established to improve the overall execution of sales tasks. We all… read more.

Lead Generation Tips for Start-Ups

There’s no time like the present, especially for B2B and B2C start-up companies. When it comes to lead generation, many start-ups struggle due to lack of resources and experience. However, with the advancement of digital selling due to the progression of internet technologies, lead generation has never been easier. Gone are the days of expensive television and radio ads; now it’s all about digital… read more.

How CRM Can Help Your Business Drive Sales

It’s estimated that when CRM is implemented, for every $1.00 spent, a business’ average return on investment (ROI) is $5.60. But what exactly is CRM and how can it help your business to drive sales? CRM stands for Customer Relationship Management and it involves the supervision and analysis of customer interactions with a business in order to improve the relationship between company and customer… read more.

The Buyer Journey: How to Adapt to Change

The buyer journey is ever-changing due to the dominance of social media in the social selling and digital marketing spheres. 57%-74% of the buying journey is done online, and because there is such a vast amount of information accessible via the Internet, there has been an evident shift in power from the seller to the buyer. This change in the buyer journey involves consumers… read more.