jeffrey.steen@salesforce.com

You’ve done your customer research, made prospecting calls, and connected with a potential buyer. Maybe they’ve even agreed to watch a demo. But do they really want to buy, or are they just window shopping?  Here’s the hard truth: “You don’t know if they’re ready to buy until they tell you they’re ready to buy, and you can’t believe it until you get a signed contract,” said … [Read more...] about 5 Buying Signals Too Many Sellers Miss, According to Experts

Veteran reps will tell you that sales isn’t as simple as prospect, pitch, and close. A steady stream of objections, rejections, and pivots make it more of an uphill slog than a gong-ringing joy. And it’s become more challenging: Two-thirds of sales professionals say sales is harder now than it was in previous years. One way to overcome the slog: finding inspiration in tactical … [Read more...] about Your Best Day in Sales Is On the Other Side of These 35 Motivational Quotes

Prospects — the potential customers you want to sell to — are the fuel for the sales pipeline. Every prospect represents a possible deal. So growing your base of prospects and working to nurture them will grow your revenue.  Even though prospecting is important, it may sometimes feel like you’re just wishing and hoping the right people will come. Let’s see how to make … [Read more...] about How to Do Sales Prospecting the Right Way

There is a world where sales planning happens once a year. You draw it up in January — “Whew, I’m glad that’s done!” — and everything goes as you planned. You hit your goals. Meanwhile, on Earth, you create a sales plan, start to act on it — and everything hits the fan. A competitor launches a new product, an analyst switches up their report, and your best sales rep quits. Now … [Read more...] about How to Create a Sales Plan: A Complete Guide (Tips + Examples)

Sellers love the close. But focusing solely on the close is like a marathon runner trying to take a shortcut — you might get ahead, but you’ll be kicked out of the race. The best sellers, like the best runners, log the steps and embrace the journey to success. That’s where a healthy pipeline comes in. It gives you the structure and guidance to build strong relationships and … [Read more...] about What Is a Sales Pipeline and How Do You Build One? A Complete Guide