by Markus Demirci | Mar 18, 2024 | All
Reading Time: < 1 minuteBuyers today do their homework before they talk to a salesperson. If they reach out to you, you’re already in the consideration phase of the buying cycle. So are other...
by Markus Demirci | Mar 18, 2024 | All
Reading Time: 2 minutesHow many browser tabs do you have open right now? If you’re like most sales leaders and reps, the answer is “a lot.” Let’s start with Salesforce.com, LinkedIn and a bunch of client websites. You’re also probably running a bunch of productivity...
by Markus Demirci | Mar 18, 2024 | All
Reading Time: 2 minutesHigh contact numbers are the key to inside sales success. Yet on any given day, only about 1/3 of reps can make 75 or more calls and about half make less than 50. Meanwhile, only about 11% of calls result in contact. Contacts lead to sales, and...
by Markus Demirci | Mar 18, 2024 | All
Reading Time: 2 minutesHere’s a challenge for you: Sift through five years of customer data. Look at what worked five years ago, 3 years ago, last year and last week. Now quantify the trends, and show your salespeople where the market is going today. Then go a little...
by Markus Demirci | Mar 18, 2024 | All
Reading Time: 2 minutes“It’s a game,” the company’s top salesperson coached. “If you don’t close the deal, they win.” We’ve all met hard closers like these. They’re the ones who gave sales such a bad name in the last century. They’re still around and they still make...