Cincom Smart Selling
APRIL 10, 2025
No matter which product you sell, which strategies you adopt, or how big the sales team is, the biggest challenge that sales teams face is stagnant sales growth. That is where channel sales or indirect sales comes into the picture. That is where channel sales or indirect sales comes into the picture. What is a channel sales?
No More Cold Calling
JUNE 29, 2023
Sales teams continue to face more and more pressure to ramp up. Your most neglected sales channel is your existing client base. Maximizing Referrals: Strategies for Turning Your Network Into a Powerful Revenue Generator It’s interesting how you meet people, and when you sell by referral, you meet a lot of interesting people.
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Sales and Marketing Management
DECEMBER 14, 2020
As a longtime member of the incentives industry, I am often asked what businesses can do to better manage their sales teams and their relationships with their channel partners in the constantly changing world. at a business’ direct sales team) or toward indirect sales channel partners (or both). My answer: sales training initiatives.
Sales 2.0
OCTOBER 25, 2021
as this channel has become saturated. New technology like AI may help in better prospect identification and referral selling approaches that leverage social networks have been shown to increase conversion rates. The problem of missing decisionmakers most often shows up when companies submit a proposal and never hear anything back.
Sales 2.0
SEPTEMBER 18, 2020
Even if you use social selling techniques that get you a referral or help you connect to a potential buyer using your mutual background, it is still likely to take some follow up before you confirm a meeting time (or virtual meeting time these days). For higher end consultative selling I would recommend a cadence along these lines.
No More Cold Calling
MAY 28, 2020
This was even the premise of my second book, Pick Up the Damn Phone!: That’s not how social selling works. Maybe, if you sell widgets. Then, learn how to lean on your referral network during tough economic times in my presentation for the Sales Expert Channel, “ How to Recession Proof Your Sales in 9 Killer Steps.”.
MTD Sales Training
SEPTEMBER 24, 2018
One of the biggest changes in sales over the years has nothing to do with selling itself. So what do you need to do to keep up with these changes? Here are five up-to-date ways to sell to the modern-day buyer : 1) Be social-media savvy. 3) Target customers across multiple channels. Happy Selling!
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