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Showing articles from Corporate Sales (CS) categoryClear

Establishing the Sales Process

Posted by SMstudy® on November 04, 2016 | Corporate Sales (CS)

Keywords: Corporate Sales, Sales Process, B2B Sales

Establishing the Sales Process

Experienced sales teams usually have an already set sales process. Based on the changing needs of the business this process may have to undergo some fine tuning or improvement. It is important to constantly monitor and evaluate yo...
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Overcoming Objections in Corporate Sales

Posted by SMstudy® on September 23, 2016 | Corporate Sales (CS)

Keywords: Overcoming Objections, Corporate Sales, Sales Conversion

Overcoming Objections in Corporate Sales

Whenever a sales person tries to propose a product or service, the prospect raises objections. An objection is a psychological or logical resistance. Learning to handle objections is one of the key skills to be acquired by the corporate sal...
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Essentials of Cold Calling

Posted by SMstudy® on August 26, 2016 | Corporate Sales (CS)

Keywords: Cold Calling, Lead Generation, Corporate Sales

Essentials of Cold Calling

Cold Calling is a process in which the corporate sales team contacts prospects who have not previously expressed an interest in a product. Cold calling is carried out using a customer profile list to target the respective decision...
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Channel Economic Analysis

Posted by SMstudy® on August 12, 2016 | Corporate Sales (CS)

Keywords: Channel Economic Analysis, Channel Selection, Corporate Sales, Channel Network

Channel Economic Analysis

After identifying a range of potential sales channels, it is necessary to evaluate those on the basis of economic factors. Both cost and revenue are important factors for economic evaluation of channels. Cost—Channel profitability ...
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You shall not pass!!!

Posted by SMstudy® on July 29, 2016 | Corporate Sales (CS)

Keywords: Corporate Sales, Lead Qualification, Prospects

You shall not pass!!!

You shall not pass— This famous quote by Gandalf is critical for any successful sales process. A sales process is as successful as the leads it generates. Any prospect that has some interest in buying a company’s product or serv...
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Digital Marketing for Lead Generation

Posted by SMstudy® on July 22, 2016 | Corporate Sales (CS)

Keywords: Corporate Sales, Lead Generation, Digital Marketing

Digital Marketing for Lead Generation

Lead generation is the act of identifying prospective customers with the objective of gaining new customers. Traditionally, lead generation was accomplished through direct mail, event sponsorships, or cold calling. With the advent...
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Conduct Win-Loss Analysis: Fine Tune Your Sales Value Proposition

Posted by SMstudy® on July 22, 2016 | Corporate Sales (CS)

Keywords: Sales Value Proposition, Win-Loss Analysis, Corporate Sales

Conduct Win-Loss Analysis: Fine Tune Your Sales Value Proposition

A sales value proposition clearly communicates how a company’s offering can help a customer achieve better results. It presents measurable business outcomes and helps decision makers understand how the use of a particular product...
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Importance of Channel Partner Training

Posted by SMstudy® on July 07, 2016 | Corporate Sales (CS)

Keywords: corporate sales, channel partners, B2B, channel sales, channel training

Importance of Channel Partner Training

Channel partner training is a key activity in many organizations, but is particularly important in those that employ different types of channel partners. Various channels have different purposes in the value chain, and each channel member m...
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Account Management-The Key to Customer Satisfaction and Retention

Posted by SMstudy® on June 23, 2016 | Corporate Sales (CS)

Keywords: Corporate Sales, Account Management, Client Retention, Customer Satisfaction

Account Management-The Key to Customer Satisfaction and Retention

Account management deals with the processes that follow customer acquisition. It includes onboarding, account classification, alignment, and client management.  Customers may have diverse needs and may be classified as a key accou...
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Look into the future - Sales Forecasting

Posted by SMstudy® on June 17, 2016 | Corporate Sales (CS)

Keywords: sales, forecast, strategy, promotion, pricing

Look into the future - Sales Forecasting

A successful organization needs to be future oriented. Establishing and managing a sales process for a product requires a forward looking goal. Sales forecasting provides that goal. Sales forecasting can be defined as estimating the sales a...
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