prospecting

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

    • 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

    • 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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