B2B sales

  • From Average to Superstar: How to Defy the Pareto Principle in Sales

    • February 11, 2020
    • Posted by: Ruth Van Vierzen
    • Category: Blog
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    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

    • November 29, 2019
    • Posted by: Ruth Van Vierzen
    • Category: Blog
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    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

    • November 11, 2019
    • Posted by: Ruth Van Vierzen
    • Category: Blog
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    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 SMB’s are Turning to Outsourced Sales Management to Grow Sales

    • October 29, 2019
    • Posted by: Ruth Van Vierzen
    • Category: Blog
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    Many small and medium businesses are turning to Part-Time Sales Management (PTSM) as a way to grow sales and reduce their sales management risk.  Also known as Outsourced Sales Management, this solution is allowing SMB’s to increase sales at a fraction of the cost of a full-time sales manager.

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  • How to Maximize Your Trade Show ROI

    • February 25, 2019
    • Posted by: Ruth Van Vierzen
    • Category: Blog
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    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

    • February 12, 2019
    • Posted by: Ruth Van Vierzen
    • Category: Blog
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    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

    • January 4, 2019
    • Posted by: Ruth Van Vierzen
    • Category: Blog
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    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).

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