Not all well-done demo meetings convert to closed deals. According to a published Softletter report, SaaS companies report trial-conversion rates of 25%. At that rate, your business is losing 3 out of 4 prospects with ‘buying intent’. While there...

So far, we have seen the five steps in a typical sales process. Our first blog captured the initial steps that a quintessential sales representative has to go through to lay the foundation of his/her sales process, viz. prospecting, preparation and a...

In our last post, we had seen what a sales process is, how it is the lifeblood of any business, and took a glimpse of the first three stages of a sales process, viz. prospecting, preparation and approach. We will now move on to the next two stages in...

Every business is different. But the really successful ones have one thing in common – a streamlined sales process. The equation is pretty straightforward - the more time and higher quality effort you put into a sales process, the better your chanc...

Small businesses are thriving in the United States--there are 31.7 million of them!  How can you hope to distinguish yourself from others? Competing only on price will not cut it.  A strong, memorable unique selling proposition will set you apart f...

Sales teams are often burdened with tasks that don’t directly impact the success of a deal. -For instance, analyzing the call notes once the meeting is over or feeding the data manually to a CRM. The time saved from these tasks could be utilized to...

Blade Runner, Ex Machina, I Robot, Her, 2001: A Space Odyssey... These are the names that often come to our minds when we think of Artificial Intelligence.  Hollywood has successfully (but incorrectly!) ensured that a commoner’s definition of ...