Finding the decision maker and getting them to respond can be one of the hardest things a sales rep faces during the sales cycle.  Sales intelligence data can give you insights on who the decision maker might be, what questions to ask, and how to respond to his or her questions. However, you can’t expect to [...]

Before you start the relationship building process with prospects, you need to identify which of your prospects are hot and which ones are not. Using BANT (Budget, Authority, Need and Time) criteria, you can better qualify what leads you should go after. Originally developed by IBM, BANT criteria can help you determine if there’s a [...]

Structure and continuity are extremely important in keeping a sales team functional and the sales process successful. Keeping things organized and requiring a specific progression of steps in the sales cycle ensures that corners are not cut, the prospect is well-qualified and well-nurtured, as well as making sure that no information is lost. The steps of the process must be clearly defined and simple to follow; the more you can avoid confusion and make this process visible, the more it will actually be followed.