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B2B sales
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Does Your Sales Manager Encourage 360-Degree Feedback?
- Posted by: Ruth Van Vierzen
- Category: Blog
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A well-functioning sales department will naturally have much more frequent employee reviews because the sales rep position is so performance-based and measurable. Sales reps are under a lot of pressure to hit quota…they know they are being measured, so communication around what is and isn’t working in the department is essential for growth.
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One of the Top Complaints of Sales Reps … and How to Solve It
- Posted by: Ruth Van Vierzen
- Category: Blog
It can take several months for a new sales rep to be fully onboarded into your company. And the longer it takes, the more money that sales rep is costing your business in compensation costs PLUS missed sales opportunities.
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How Contrary Thinking Fuels Growth During Economic Downturns
- Posted by: Ruth Van Vierzen
- Category: Blog
Sudden and dramatic change, while unsettling at first, can actually be an opportunity for creative thinking in business. Economic downturns can be a catalyst for examining new market opportunities, and taking an honest look at what’s working in your business, and what’s not.
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From Average to Superstar: How to Defy the Pareto Principle in Sales
- Posted by: Ruth Van Vierzen
- Category: Blog
When analyzing their sales data, many companies face the uncomfortable realization that the majority of their sales are being generated by a small percentage of their sales team. Like so many situations in business, the Pareto principle applies to sales in that 80% of sales are often generated by 20% of the team.
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Five Tips to Make Prospecting Easier
- Posted by: Ruth Van Vierzen
- Category: Blog
Prospecting is one of the sales tasks most avoided by sales people. But it’s also one of the most necessary to keep pipelines full, have new sales coming in, and avoid the risk of over-reliance on sales from repeat customers. Discover how to help your team shift into prospecting mode, instead of avoidance mode.
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SWOT Analysis for Sales: How to Benefit from this Simple Tool
- Posted by: Ruth Van Vierzen
- Category: Blog
SWOT analyses can be particularly effective in your sales organization. Done right, they generate productive brainstorming discussions that can drive decision making and next-step activity. They are also a great first step in developing a Strategic Sales Plan.
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Why You Need a Tradeshow System
- Posted by: Ruth Van Vierzen
- Category: Blog
If not executed properly, trade shows can be a drain on your marketing budget with little to show for your efforts. Read on to learn how you can maximize your trade show return-on-investment (ROI) by increasing your traffic, leads and sales.
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How to Get Unstuck in Your Sales Process
- Posted by: Ruth Van Vierzen
- Category: Blog
In my latest guest post for SalesPOP!, I review the sales steps and provide self-assessment questions. These questions will help you determine what might be holding you back if you’re not achieving your sales goals.
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Drive More Sales with a Proactive Approach to Referrals
- Posted by: Ruth Van Vierzen
- Category: Blog
There are many ways to generate referrals for your business: both before and after the sale, by offering incentives, and simply by letting customers know your business relies on word-of-mouth advertising. But if you follow my blog posts or watch my webinars, you know that I love systems. So I got systematic about generating referrals and developed a proactive approach I call Reciprocal Referral Partnerships (RRP).