One of the easiest ways to keep tabs on your competitors is to watch their prices. Making regular price adjustments to match or undercut similar offerings in the same market is a common tactic used by companies of all types and sizes. It’s called competition based pricing. But this is not just about getting ahead. It’s about meeting consumer expectations. Let’s take a closer … [Read more...] about Is Competition Based Pricing a Winning Strategy?
How to Supercharge Your Sales Velocity for Quicker Wins
Your sales team needs to move fast if you want to hit targets. And analyzing how quickly customers move through the sales pipeline — or where they stall — can identify things that are working well and areas that need improvement. That’s why measuring sales velocity is critical. Below, we explore how to track sales velocity and rev up your sales team’s productivity for faster … [Read more...] about How to Supercharge Your Sales Velocity for Quicker Wins
What Is Lead Qualification and How Does It Work?
Reps spend only 28% of their week actually selling, according to the State of Sales Report. What’s more, 69% of sales professionals agree their jobs are harder now. And yet, they’re under enormous pressure to hit their targets. That means sales teams need to hone in on the highest quality leads to make their numbers. That’s where lead qualification comes into play. Let’s talk … [Read more...] about What Is Lead Qualification and How Does It Work?
What is a SPIFF in Sales? Benefits, Types, and When to Use
Imagine it’s the beginning of Q4. You’re meeting with your company leadership to go over year-end targets. Your sales team is close to meeting their quota. Your reps just need a push to stay motivated. Now is the time to reveal the ace up your sleeve — sales SPIFFs. Sales SPIFFs, or incentives for reps, are an excellent resource to help your team achieve their full potential. … [Read more...] about What is a SPIFF in Sales? Benefits, Types, and When to Use
Sales Support: What It Is and Why It’s Essential
According to the State of Sales report, reps spend only 28% of their week selling. The rest? Manual work, planning, maintaining deal records. Ideally, reps would spend more time with prospects and customers, but unless they have sales support to handle the 72% of non-direct-selling work, that face time won’t happen. Learn how sales support can help free your sellers up to focus … [Read more...] about Sales Support: What It Is and Why It’s Essential