Improving Your Reacquisition Strategy

The client acquisition process isn’t without some struggle for members of a sales team. There is an inordinate amount of pressure put on managers and leadership to ensure client retention numbers are either stable or increase throughout the year. A dip in client retention means the sales team has to work even harder to not only regain the lost revenue but to build back up their existing pipeline. However, attrition is normal and expected. From time to time, it becomes necessary to return to former clients or lost deals and focus on winning them back.   
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The Digital Transformation of Sales Teams

Do you remember when products and services used to be “sold” in a physical sense? Or how about the time when salespeople were the subject matter experts when it came to everything there was to know about a sale? But these days, sales processes and sales management have changed thanks to rapid technological advancements. 
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Structuring Your Sales Team for Success

Teams need structure—this goes without saying. But sales teams need to operate within a specific structure in order to ensure prospects and opportunities are moved promptly through the sales process. A weak foundation or improperly designed sales process can directly affect company sales and the team’s success.  
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Pulling Your Sales Team Out of a Slump

Repeatedly pitching a product or service, facing rejection, and working with strangers is all part of the sales job—but it’s not easy. It takes a certain caliber of person to take on this challenging role at any organization. There are good days, and then there are days where you realize you won’t be able to meet your quota, big accounts have churned, or the large deal you were counting on closing prior to the end of the quarter collapses prior to final signatures. 
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