If 2013 taught you nothing else, it taught
you that you can’t always rely on your
existing customers to hit your sales
Prospecting should be done on a continuous basis, not
just when you’re quiet.
Existing customers are always looking for
ways to cut costs in their businesses –
and maybe you and your product or
service were one of those costs?
Control The Sales Cycle
2013 highlighted the need for the sales
reps to control the sales process more
than ever before.
It was the year where customers started asking for quotes
regularly, but then didn’t seem to proceed with the order
quite as fast.
In many cases prospects want to know
the price of the product and they take
time for approval. Taking the control of
sales process helps reps in getting the
expected outcome efficiently rather
running around with very little reward.
Know More About The Competition
2013 showed us that we have to be
sharper in this arena. Many companies
were finding increased competition
when trying to sell their products or
services, and often this was happening in
existing accounts as well!
If you truly want to be able to sell against your competition,
you’d better know them – inside and out.
Knowing who your competitors are, what
they are offering can not only help you to
outsell them again and again but also
assess how successful you can be against