What is a sales academy? A sales academy is a structured process set up by an organization to improve its sales team’s capabilities through sales training. This sales training has a number of modules that will help your salespeople improve their ability to prospect, connect with clients, and handle objections. In addition, it will improve …
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Sales enablement is the ongoing strategic process of giving sales professionals and sales teams the content, coaching, training, and technology they need to sell effectively. Effective sales enablement processes and tools set sales reps up for success by simplifying the sales process: prospecting, engaging, questioning, and actual sales. Have you ever imagined a sales process …
Sales and marketing alignment is a shared system of communication, strategy, and goals that enables marketing and sales to operate as a unified entity. Working together, aligned teams can deliver high-impact marketing activities, boost sales effectiveness, and ultimately grow revenue. Sales and marketing team alignment makes a lot of sense, and in most small-sized professional …
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Sales cycle defined The sales cycle is the amount of contact and time salespeople spend on moving a lead (not having knowledge of what you offer) to a prospect (having knowledge of your product) and finally to an actual buyer of your product or services. During this time, a potential buyer is made to understand …
Culture is the sum of beliefs, knowledge, experiences, and values obtained by a set of groups of people over a specific period of time through interaction, living, or working together – Millman (2007). Ti chy (1982) stated that organizational culture means a normative glue that holds the overall organization together. In Kotter’s book, they examined …
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What is cold calling? Cold calling is a deliberate, personalized, unsolicited visit or call made by a salesperson to a prospective client in an attempt to sell. This call or visit should only be done after detailed research of the prospect. Oftentimes, many people miss the distinction between cold calls and telemarketing, but cold calls …
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What is Sales Process Automation? Sales process automation is the act of automating critical steps in your sales process, mostly by the use of a new tool or technology, to reduce the day-to-day workload on your salespeople and the time spent on individual sales, allowing them to focus on the real selling, filling of pipelines, …
What is sales training? Sales training is a deliberate process of equipping salespeople with skills, knowledge, tools, and attributes to drive revenue growth through a change in behaviour and strategy. Effective sales training should be holistic, detailed, and aimed at providing the salesperson with the needed skills to perform their sales better, irrespective of the …
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Until you close a deal, you have not sold. In life, one thing separates winners from losers; it is success. Unfair as it may sound, no one ever gets a trophy for a great effort. What gets you a trophy is a closure. Closing is different from selling. Some people sell so well they forget …
As a business leader intentional about making H2 a success, you really need to start looking at steps you can take today (or at worst tomorrow) to close in on your 2022 revenue goals and push deals across the finish line without extending any deals to the next year. More than ever, you need to …
Discover the reasons why your sales team keeps underperforming. Managing an organisation can be tough. Managing the sales team can be even more challenging with all the priorities, tasks, pressure from the C-Suite, and stress of hitting projections since the organization’s performance is dependent on that of the sales team. Time and again, when we …
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