Year in and year out, reality doesn’t change: that moment always comes to make the sales report. For many, this activity is often in the monthly pipeline. And managers are unanimous about this task: it is not simple. As much as you have well-defined processes, it takes extra dedication when […]
The biggest marketing and sales event in. Latin America returns to the face-to-face format, in Florianópolis – SC, from October 26th to 28th, and will present insights to help professionals in the area. For a company to grow. It needs to sell. The logic seems simple, but the challenge is […]
The sales forecast or sales forecast is a process that aims to estimate a number of sales and the revenue of a company in a given period. Those who work in sales know that the end of the month is always chaos with salespeople trying to hit the target. But […]
Have you ever noticed that some salespeople seem to have a natural gift for articulating and convincing consumers to buy something? It’s not hard to find that seller out there who understands exactly what you need. Imagine that you arrive at an electronics store looking for a state-of-the-art cell phone […]
The good is the enemy of the great. You may have heard that phrase around and it explains why many businesses don’t stand out. Staying focused only on daily tasks and the basics does not make a company move forward. Strategic management is a necessity for enterprises that want to […]
The eighth edition of one of the biggest corporate events in Brazil is coming up: from October 26 to 28, 2022. Its proposal is to be “a meeting for market education and innovation”, which includes, of course, Sales. I was at the RD Station office to pick up some spoilers […]
Is your team closing few deals? Do buyers take a long time to make a decision? Selling a product or service is no longer a simple task as in the past, customers are increasingly demanding and this reflects a need for training the sales team, which needs to prepared to […]
The commercial team works as a company’s revenue generation engine, therefore, sales planning should be a priority in any business. Good planning serves as a guide for all sales-related processes. This ranges from prospecting to post-sales . As it is a very important document in any organization, in this article […]
Talking about goals has become taboo in many sales teams. That’s because the practice gained a negative connotation thanks to telemarketing and the traditional sales process , which pushed products to customers without interest or need. In turn, the sellers got a bad reputation, and the goal came to be […]
Close your eyes for a minute. Try to remember the worst salesperson you ever had the misfortune to come across in your life. How was your experience? Did he talk so much about the product that you felt suffocated? In the middle of the conversation did you start to get […]
Since antiquity man has observe events in the world and identified that certain situations are repeate. About 20% of our daily efforts generate 80% of the results we have, do you know how this conclusion was reache? Observing lands in Italy over 100 years ago, you will better understand this […]
When we talk about marketing and sales strategies, lead generation is one of the main pillars of actions. After all, it is not possible to walk without potential customers who are interested in your solution. But how to turn a lead into a customer? Conversion is not an easy task, […]
Choosing CRM software for your business can be quite challenging. Even more so considering the fact that each business has its demands, and what is good for your competitor will not always be the best option for you. A good relationship with the customer is one of the main ingredients […]
How to delight customers? If you do a quick Google search you will see several tips on the subject, but something in common in all of them is the focus on people. To get a consumer’s attention, you need to place them at the center of your strategy and from […]
This article was written by partner Thiago Concer . Currently, the generation of new business opportunities is essential to maintain a company ‘s sales flow and profitability. But the big question is: where to find these opportunities in an increasingly competitive market? The good news is that Digital Marketing and […]
.The sales sector is strategic in any company, regardless of its size. Although sellers deal with customers on the front line, there are behind-the-scenes processes that help increase the chances of a successful purchase, which are sales operations. Sales Ops, as it is known, monitors business processes, helping and directing […]
..Have you ever thought about not listening to that classic “can you get back to me in a month? I think we will be at the right time to make the purchase decision”? This is the dream of every B2B salesperson. To generate urgency in the prospect to close the […]
There are two ways for a company to approach a prospect: face-to-face or remote. The face-to-face approach is the most traditional and involves direct contact between an external salesperson and a prospect, known as Field Sales. Speaking specifically about the performance of the external seller, he is responsible for visiting […]
How much time per week do you dedicate to your professional development? No matter what your role is – SDR, salesperson, director – the fact is, if you work in B2B sales, it is essential to take the time to learn new things and keep up with market trends. Even […]
Sales objections are the difficulties that potential customers encounter when considering purchasing your product or service. They are usually positive, as prospects are giving you precisely what you need to resolve to keep moving forward in negotiations. Without these barriers, you would be selling in the dark, hoping things would […]
Role play is a technique for simulating real events, with a learning objective. In the sales context, its purpose is to enable the seller and the SDR to deal with different types of customers and situations, training approaches and also strategies to overcome the main sales objections. Anyone who wants […]
Tired unmotivated professionals, high levels of stress… This scene has been repeated around the world in companies of different segments and sizes. And the explanation for this usually has a factor that stands out: the lack of recognition at work. Feeling that actions and skills are not being valued in […]
Imagine the following situation: you receive a call from company X and the recording says, almost shouting: “Hello, this is So-and-so, DON’T hang up!” . I bet your instinctual reaction is to hang up and not listen to the rest. Do you know what was missing from this call? Harmony […]
Turning an enterprise that works on the freemium business model into a highly profitable company must be one of the 5 hardest tasks on earth. Even large organizations looking to ride the startup wave and with millions in the budget to invest fail (and fail beautifully) when trying to use […]
Reaching the end of the month and seeing that the conversion of prospects into customers is high. Gives a certain relief that the path outlined has had effects. However, the reality is that many companies are still struggling to reach the goal and the reason is almost always the same. […]