The purpose of sales pipeline management is to provide sales teams with insight into the progress of sales opportunities. Sales pipeline management is a visual representation of the sales process and all buying stages. It allows teams to understand the company’s overall revenue generation and growth potential. This visualization helps sellers and sales managers determine
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What is effective sales collateral? Effective sales collateral is key to moving buyers through their purchasing journey and converting them into customers. Buyers need sales collateral that educates them and answers the questions and pains that arise as they move through their buyers’ journey. The purpose of sales collateral is to: Help buyers to make
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What is a business case and why is it important for sellers? A business case is a document that highlights the benefits of a project or investment, in order to get the approval of decision-makers. As they are normally created internally within a company, the importance of a business case for sellers is often overlooked
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As the economy continues to take a turn for the worse, it’s no surprise that sales leaders are seeking ways to boost revenue and recession-proof their sales functions. One of the quickest ways to accomplish this is by shortening your sales cycle. As the sales cycle shortens, reps convert more prospects into buyers over a
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Wouldn’t it be great to have a crystal ball that lets you predict which of your leads you are more likely to win over with a sales pitch? That’s – more or less – what buyer intent does, except it doesn’t do it by magic but through insights and analytics. In this article, we will
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You’ve just closed a sale and your new customer is excited to try out the new product? Well, they need the support of your customer success team to make the most out of your product’s features. Let’s see why this handoff is a crucial point in the relationship with your client and what are the
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It comes to no surprise that Sellers need content to engage and educate buyers to create an impactful sales dialogue. Though creating high-quality content that informs buyers throughout their journey and supports Sales goals is simpler said that done. In this article, we will outline what effective sales enablement content is, what purpose it serves,
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Creating a sales enablement strategy is one of the very first actions to take when getting started with sales enablement. A successful sales enablement strategy can greatly improve the customer experience and make sellers’ job much easier. Data from Learn hub reveals that organizations with a focus on sales enablement achieve a 49% win rate
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Sales organizations are starting the year 2023 facing high targets, an unpredictable market, and demanding B2B buyers. Virtual selling is here to stay with benchmark reports predicting more than 80% of sales being done fully digitally in 2023. Sales organizations need to optimize their sales processes, tools, and sales methods to win buyers, which brings
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How to close deals in 2023 by winning the Chief Financial Officer over 2023 is set to be a tough year for sellers as companies are looking to cut their investments on products and solutions across the organization. While companies are evaluating what solutions are mission-critical, the buying committee is growing, and new stakeholders are
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Every consumer has different needs and desires, making them unique in the way they respond to different sales techniques. The era of ‘one-size-fits-all’ insurance products is dead and gone. Customers are increasingly turned off if they continue to be offered standard insurance and add-ons rather than product packages that meet their individual needs. This is
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Over the past two years, sales have become increasingly digital — roughly 67% of the buyer’s journey is now done through digital means. When you aren’t meeting with buyers face-to-face, it’s tough to boost buyer engagement or even determine their response to sales pitches. Without forming a personal connection with the buyer, you have low
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Sell the value, not the product Let’s face it: modern B2B buyers are getting harder and harder to please. One of the reasons for this, is that buyers today do a lot on their own: they identify their needs, research and evaluate their solutions, and only then they might get in touch with your Sales
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Having good content is not enough We can all agree that content plays a big part in the selling process: it is the primary resource for salespeople to convey a value proposition to prospects and customers and to guide them towards their product or service. The statistics speak for themselves: 95% of buying decisions are
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It’s common sense to invest in training to give your sellers the skills they need to succeed. Without the proper training, they may not be able to achieve their full potential. Now, this doesn’t just mean providing your reps with initial onboarding training— firms who provide continued sales training after onboarding report 79% quota attainment,
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In recent years, the way that B2B buyers evaluate and make purchase decisions has changed. Traditional sales techniques no longer work to win and retain the modern buyer, who focuses more and more on value, rather than the product itself. To fully adjust to these new expectations, having the proper Sales Enablement strategy is imperative.
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Many sales leaders assume hiring additional salespeople is the quickest route to improving overall sales performance — but we’d have to disagree. Since over 80% of revenue typically comes from 20% of existing sales reps, expanding the sales team doesn’t necessarily mean that revenue will grow as much as expected. Rather, it’s more cost effective
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Why Customer Relationship Management software is worth investing in, and how you can get the most out of it. Statistics show that approx. 91% of all B2B companies with more than 11 employees use a CRM system, but if you do have one you might be wondering if it was worth the investment, or if
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Prezentor is delighted and proud to have been awarded the “High Performer” badge, both in the general and mid – market categories, and the “Best Support” badge in mid – market in summer 2022, with user ratings of 9 for “Ease of Use” and 9.4 for “Quality of Support”. We would like to thank our
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Keeping buyers engaged throughout the entire buyer’s journey is an important part of turning buyers into customers. A customer engagement strategy makes certain buyers have an excellent experience both before and after making a purchase. From each sales interaction to the onboarding experience and beyond, creating a plan to meet each buyer’s needs and expectations
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Before the pandemic, B2B sales were already trending towards going digital — the past two years have merely accelerated the trend. In fact, only 20% of B2B buyers say they want to return to in-person sales. As the new preferred method of both buyers and sellers alike, adapting to virtual sales meetings and learning how
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The greatest benefit of any CRM system is having all your customer and prospect information in a central and reliable database you can use to drive and track sales, marketing, and customer service activities. This means that the more accurate CRM data entry you have about your customer, opportunities and leads, the more likely you
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As the sales industry continues to navigate through changes brought about by the pandemic, new roadblocks are sprouting like daisies. When it comes to digital selling, sales leaders are grappling with key challenges like showcasing the value of their product or proving ROI. Luckily, there is a solution to help overcome these new challenges —
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Today, buyers purchase B2B products and solutions strategically and are thinking about how new technologies can support them in reaching their company goals. They don’t want to be peppered with information about the features of your product only. They want to know, first-hand, what benefits your product has, hence what will the return on investment be?
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Recently, there have been more educated buyers and a larger variety of stakeholders in sales meetings. In order to effectively sell to each individual buyer, sales teams need to align with marketing to develop buyer personas. A buyer persona is an in-depth description of a fictional person who represents your real-life target audience. The question
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Value-based selling focuses on ensuring the buyer is benefiting from the entire sales process. The key to executing this sales approach is to sell the value of your product/service instead of the product itself. Sounds a bit strange, right? But think about it like this. People don’t want to buy what you’re selling, they want
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Today, it’s more important than ever before to communicate value to B2B buyers throughout each step of the sales process. B2B buyers in 2022 aren’t looking to be wowed by shiny new products and their features. Instead, B2B buyers of today are looking for a product that brings value to their daily lives. In fact,
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Sales enablement trends inform sales reps about the most effective ways to sell during a specific time period. Think about it. Are you using sales tactics from the 1990s? Doubt it. It’s always important to keep up to date with the latest sales enablement trends to drive revenue and positive results. That being said, we’ve
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Sales enablement trends inform sales reps about the most effective ways to sell during a specific time period. Think about it. Are you using sales tactics from the 1990s? Doubt it. It’s always important to keep up to date with the latest sales enablement trends to drive revenue and positive results. That being said, we’ve
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Sales qualified leads (SQLs) are leads that have a high probability of turning into a customer. This is because SQLs are leads that have been vetted and qualified by a sales rep. Essentially, sales reps look at key criteria such as demographic characteristics like job title and seniority. Plus, sales reps look at firmographic characteristics
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Sales decks and sales presentations are key to effectively closing deals. This is especially true when more than 65% of people learn best through visualization. Plus, visual presentations like sales decks are 43% more persuasive than other means of communicating a message or story. But, B2B buyers are shown sales decks all the time. So,
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Across all industries, sales enablement technologies are driving change in the sales process. From enhanced content alignment and control to data and pipeline management, sales enablement technologies are propelling sales efficiency and productivity. While sales enablement tech increases sales effectiveness, it also allows sales reps to provide buyers with personalized and relevant content. In fact,
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A sales enablement strategy is key to closing more deals, improving skill sets, aligning internal teams, and creating efficiencies throughout the sales process. An effective sales enablement strategy will amplify your selling initiatives and maximize the effectiveness of your tools and content. In fact, a study by CSO Insights found that sales reps with a
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CRM data entry challenges prevent sales teams from being productive and efficient. From manual entry errors to duplicate contacts and poor activity logging, CRM data entry is often a cumbersome task. Luckily, there are technical solutions that simplify and automate data entry, allowing sales reps to spend their time selling. In fact, according to McKinsey,
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Buyer intent is the likelihood that a buyer will make a purchase. Sales teams use buyer intent to find and target prospects and turn them into high-quality leads. Recently, there has been an uptick in the number of sales teams that are adopting the buyer intent mindset, tools, and methods. In fact, Gartner predicts that
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CRM sales automation enables sales teams to automate repetitive, manual tasks to streamline processes and improve organizational productivity. If you’re thinking about leveraging CRM sales automation, you’re not alone. Consider the following adoption statistics sourced from HubSpot: 42% of sales teams use a CRM to automate meeting scheduling. 40% of sales teams use a CRM
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Effective sales coaching is the formal process of equipping each rep with the support and knowledge they need to increase win rates. In fact, CSO insights reports that organizations with a standardized sales coaching program experience 10% higher win rates. By focusing on rep performance through continuous feedback and practice, coaching methods maximize win rates.
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Today’s internet savvy buyers get themselves through 83% of their own buyer’s journey when evaluating tech solutions, before ever making contact with a sales rep. So it’s common for sales reps to wonder if their sales pitch is still relevant. Well, it is. Think about it. An effective sales pitch will convince your prospects that
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Sales forecasting is the exercise of predicting how much a sales rep or team will sell weekly, monthly, quarterly, or annually. By using past sales performance data, sales managers are able to estimate how many deals their team is likely to close in the near future. Then, managers are able to use this data to
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In Q4 of 2021, it’s more important than ever for sales reps to improve upon their virtual selling skills and practices. Consider this: about 62% of B2B employees (ages 22-65) report working remotely at least occasionally. With a majority of B2B employees working remotely whether full or part-time, sales reps will need to sell virtually.
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Though we are in the midst of a pandemic, the time to focus on the future of sales is now. Gartner predicts that by 2025, 80% of B2B sales interactions will occur through digital channels like a sales enablement platform. The truth is, the pandemic forced sales teams to restructure their sales processes. Whether that
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Sales enablement is the process of providing sales reps with the information, content, and tools to sell more effectively. Sales operations are the process of supporting sales teams with strategic direction to sell more efficiently. By creating tactical plans to help sales teams reduce friction in the sales process, sales operations teams ensure streamlined management
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A sales app is a great resource for sales reps working in the field or really, from anywhere. For sales reps spanning all industries, it’s important that no matter where they are, they have instant access to their sales enablement platform. As the pandemic continues and governments determine safe ways to interact with people in
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With the majority of B2B buyers’ attention spent on their phone or computer screens, it’s critical to capture their attention with interactive sales presentations. As a matter of fact, in 2020, the amount of digital content consumed doubled. Because B2B buyers are constantly taking in information via online resources, sales teams need innovative ways to
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Buyer enablement is key to closing deals in the modern era. These days, your B2B buyers are first conducting their own research (and lots of it!) before ever even meeting with a sales rep. In fact, Gartner reports that sales reps have just about 5% of a B2B buyer’s time during their buying journey. What
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Sales acceleration is the strategy combining sales materials, resources, and analytics to increase sales velocity. Along with the right sales enablement technology, these combined tools create meaningful experiences that motivate the buyer towards making a purchase. In today’s world where people have instant access to almost everything via the internet, it’s important for sales teams
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Sales readiness is the determining factor for whether or not a sales rep is prepared to sell. Do they have the right tools and skills? Do they have access to updated and relevant sales materials? Basically, sales readiness is the realization of sales enablement. Sales enablement strategies and technologies prepare the sales team for maximum
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Sales efficiency is all about understanding and measuring the revenue produced by every dollar spent on sales investments. Say a sales team generates $10 million in revenue and it costs them $2 million in expenses. That team’s sales efficiency would be 5 (500%). To calculate sales efficiency, take the total revenue (over a specific time
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There are hundreds of sales enablement platforms out in the market today. So, it can be hard to determine which platform is right for you and your sales team. The best sales enablement platform will help your sales reps increase their productivity and achieve greater win rates. In fact, 76% of organizations achieve an increase
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Sales enablement is the continuous process of ensuring your sales team is equipped to effectively and efficiently close deals. Accordingly, sales enablement software is the number one tool to maximize your sales by empowering your team to make data-driven decisions. Therefore, being equipped with the right data serves as a window into the sales cycle
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Sales productivity refers to the efficiency and effectiveness of a sales rep. Are they achieving their goals? If yes, how long is it taking them to hit their target? If not, what’s holding them back? Understanding the productivity of sales reps allows sales managers to better train each rep based on their current skill set.
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When it comes to sales engagement, the return on investment can be difficult to measure. How can you measure the ROI of something that has no direct monetary value attached to it? Well, where there’s a will (or a highly effective sales team) there’s a way! Knowing the financial impact your sales engagement strategy has
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Sales automation makes the sales process simple so that reps can spend more time actually selling. If your team is debating on whether or not to adopt sales automation into your overall strategy, ask your reps the following questions. Have they ever spent too much time searching for a piece of content they wanted to
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A sales pipeline is a visual representation of the sales process divided into stages. These stages range all the way from sourcing a new lead to delighting a customer post-purchase. Each stage of the pipeline serves its own purpose to further accelerate the conversation toward closing the deal. Yet, creating and managing a sales pipeline
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SMTP for Microsoft Office 365 (Simple Mail Transfer Protocol) is the time-saving tool all sales reps need to know about. Have you ever noticed how time-consuming switching back and forth from your sales enablement platform and your email is? Manually shifting from your email account to your sales platform takes up valuable time that could
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Proper sales onboarding boosts employee satisfaction, increases employee engagement and productivity, and bolsters win rates. Any HR employee will be the first to tell you that finding great talent is often a disheartening task. While it’s not impossible, even hiring the best sales rep has its challenges. Sure, you can hire a sales representative with
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Value selling is a sales approach that focuses on benefitting the customer throughout the entire sales process. Essentially, you’re selling the prospect on the value your service/product brings to the table versus selling the product itself. For example, don’t spend the entire sales meeting droning on about the latest features of your product. Instead, show
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Qualified leads are prospects that are most likely to become customers. Essentially, qualified leads help sales reps decipher which prospects they should prioritize. Think about it. Would you rather focus your time and energy on a prospect that shows no intention of purchasing? Or would you rather spend time with a prospect that has proven
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Sales velocity measures how quickly sales generates revenue. Basically, it analyzes how fast deals are being made throughout the sales team. As G2 states, “Determining sales velocity shows businesses how much revenue they can expect to make in one day or over a certain period of time.” But knowing how quickly or slowly your deals
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Customer data includes all personal, behavioral, and demographic information that is collected from a customer base. To clarify, customer data includes email addresses, information the customer gives within a survey, geographic location, and more. What better way to target your ideal customer than by understanding who they are? Knowing the customer data enables sales teams
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The events of last year meant sales enablement leaders had to regroup and restructure their entire sales strategy. As the world was shutting down, sales enablement leaders became the ultimate problem solvers in sales. But now as vaccines increase and things open back up, what will sales enablement leaders need to focus on for the
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Sales teams across industries are continuing to undergo a major shift in how they conduct sales training. Now, virtual sales training is the new normal. But it’s not as if all sales reps woke up one morning and immediately knew how to effectively sell virtually. Still to this day, sales reps are in need of
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Since the onset of the global pandemic, virtual sales meetings shifted the way sales meetings are performed. This abrupt change was unprecedented. Yet, sales leaders across industries learned that virtual sales meetings can actually be more effective and profitable than in-person meetings. Forbes states that 91% of B2B buyers prefer to consume interactive and visual
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All too often we see sales and marketing alignment being non-existent, where departments are working against each other rather than working together in alignment. Yet, both teams have the same goal of providing valuable experiences to the buyer and ultimately closing deals. According to LinkedIn, 87% of sales and marketing leaders say collaboration between sales
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In a continuously developing digital world, consumers are used to and actually expect to have personalized customer experiences. Big tech companies like Amazon and Netflix have forged the path to personalizing the customer experience with personalized product recommendations based on historical purchases and behavioral data. Forbes recently stated, 80% of consumers are more likely to
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Selling is a game of numbers and deadlines, and one way to meet ambitious goals is through efficient sales prospecting. Deciding which clients to contact, when to contact them, or how to approach them can make a considerable difference. Being efficient and having adequate processes is critical. In sales prospecting, efficiency means adopting the right
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Keeping an eye on a company’s sales effectiveness is essential. As we covered in Improve Sales Efficiency: The Short Guide, monitoring specific metrics, constantly assessing operations, or being aware of the staff’s activities are all key elements when thinking about sales effectiveness. To boost sales effectiveness however, you have to look beyond numbers. Metrics are
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A client’s customer experience is more important than we think. It can make the difference between continuing to read about a product or stopping altogether and going in another direction. In short, the quality of the customer experience often determines whether a client will buy a product or not, or whether they will return as
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Sales efficiency is one of the keys to making a business more profitable. In this article, we will explore reasons to care about efficiency and ways to improve it. Having a better strategy helps, but as we will find out, so does using professional and dedicated online tools. Efficiency is critical in many aspects of
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Let’s use a quick example to introduce the relevance of email tracking. So you just finished preparing your email, or maybe it was an email campaign for several clients. You give your email one final read and are satisfied with the result. You click on “Send”. Now what? Well, now you play the waiting game.
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Just to make it clear: Don’t do a sales pitch – have a dialogue! What is a Sales Pitch? A Sales Pitch is when you have a product or service that you want to sell, and you have a very small window of time in which you can convince the buyer to go ahead with
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The list of sales techniques are endless! Depending on your goals for your product or service, there is likely a variety of options that will work for you. Generally, the “trial and error” method is how you will find what works best for you. It also never hurts to do the extra research, then chop
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These top presentation tips will help you maintain your clients’ interest from start to finish. We will cover the basics to please the human brain and avoid the so-called “death by PowerPoint”! The objective of a pitch is to sell your product or services. You can only do this if your clients listen to you
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Knowing how to write a proper follow up email is crucial in B2B sales, since the decision making process often stretch over a long period of time. It is your job to keep the dialogue open and be top of mind for your prospects. Imagine you have had a sales meeting, there was interest from
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Another sales email in your potential client’s inbox. Is it worth opening? If so, is it worth reading? It’s unrealistic to think that all sales emails will be read, but it is possible to follow certain rules to increase the percentage of sales emails that are opened and read. Sending sales emails to potential clients
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Unfortunately, we can’t babysit your children, but we can make your online sales meeting a lot easier. Working from home has never been more relevant than right now and if we look at the trends and the current COVID-19 situation, you may have to find ways to be productive while working from home even if
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In the modern age, a new digital and online meeting solution is being found every minute, and presentations are certainly no exception. With an array of video conferencing and screensharing options, such as Google Hangouts, Zoom, and more, the possibilities for having meetings while your audience is scattered across the world has become more possible
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There are many disadvantages of using PowerPoint, e.g. not being able to track your sales presentation, but lets first look back at how it all started. Since its release in 1987, PowerPoint has gained great popularity among professional and personal users. PowerPoint’s high adoption among users accelerated with the Microsoft Office integration and due to
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Have you ever used or received a sales presentation deck that you didn’t consider as professional? You most likely have. According to our study on how B2B sales representatives spend their time in sales, more than 50% of sales representatives consider their sales content not to be professional or mediocre professional. That’s a relatively high
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Imagine saving up to 80%* in preparation time before every sales meeting. What would you do with all that extra time? Book even more sales meetings? Decrease your head count? Increase your sales targets? Think about it and maybe you will know your answer by the time you are finished reading this text. 93% believe
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Companies gather data about us, their users and customers everywhere and all the time, even when we’re asleep. At our current pace, there are 2.5 quintillion bytes of data generated every day. It happens without us thinking about it, and sometimes not even knowing about it. However, when it comes to b2b sales and in
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Every day we meet sales professionals that spend their evenings preparing sales presentations, and delay sending followup emails because it’s time consuming to cut the irrelevant slides out of the powerpoint presentation before sending it off to the customer. Or even worse, because they don’t have enough time, they settle with a sales presentation that
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Data shows that in England alone 44% of millennials (18-34) have no pension provision whatsoever*. They are of course still young and retirement feels like lightyears away. But the truth is that three in ten (27%) say they simply don’t understand enough about pension. Almost equally glum figures can be seen for insurance, where as
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