At Compelity, we continually advise our clients to evaluate and adjust their positions in their respective markets. The world has changed—remain relevant or cease to exist is at the core of our...
Revenue is the lifeblood of any business. Without revenue, the enterprise will cease. Each week, sales teams (including yours) have “pipeline status” discussions. These discussions may have different names, but they all...
“Assured reliance on the character, ability, strength, or truth of someone or something; one in which confidence is placed; dependence on something future or contingent : hope…” Merriam-Webster Trust—We all know what...
Just for fun Google “when prospects won’t return your calls” and see what happens. My search returned 33,700,000 results in 0.32 seconds. Do you think this is an issue for everyone? All...
We have all heard of the “killer” salesperson or manager. They are the greatest, Right? We are not talking about the sharp 21st-century salesperson/manager – the one who understands that the world...
How many times has your sales team “chased” a prospective opportunity only to lose it in the end? Why does your sales leader continue to pour resources into sales team members who...
The Urban Dictionary defines “hockey stick” as “a line graph that stays relatively flat for most of its length then spikes upward abruptly near its end….” Does this describe how your revenue...
This advice may sound ridiculous and counter to what every salesperson attempts to accomplish when engaged with prospective clients. Strong sales people are supposed to “close” the deal; make the buyer see...
Prospecting Employing the amplifiers of social networks, email marketing, lead generation strategies, etc., are essential elements in today’s selling environment. Multiple channels of communication are what we recommend to all of our...
The Selling Model Has Changed Unless you have been asleep for the past decade, you know that “buyers” are specific. In other words, they want what they want, when they want it,...
Evaluating RFPs The sales team has just received a Request for Proposal (RFP) from a prospect who is “on your target list.” What an excellent opportunity to connect and finally add them...
Defining and executing a sales process is an essential building block for high-performance sales teams. It is where all of the steps of our sales are recorded, and our buyer behaviors are...
