Every sales team utilizes some type of lead distribution method, and the approaches can vary greatly. While most sales organizations have moved past the days of paper “lead cards,” being handed out during sales meetings, many are still using manual distribution methods, with a gate keeper personally assigning new leads to awaiting sales reps. This […]
We’ve been talking a lot about high-velocity selling in recent blog posts, so I thought I’d start this post out by defining what we mean, exactly, when we say high-velocity selling. A high-velocity sales environment is one that deals with high volumes of incoming leads–from search engine marketing (SEM) campaigns, ads, website inquiries, email campaigns, […]
Last week we debuted a new sales infographic, titled “The Great Sales Debate – Is Science Overtaking the Art of Selling?” We positioned the infographic as a debate in an attempt to provoke thought and provide insights into how both art and science can complement one another – in sales training, working leads, and closing deals. […]
With the plethora of big data, sales intelligence, sales automation, sales optimization, marketing automation, CRM and social selling technologies currently available, is science now overtaking the art of selling? It’s hard to argue that art won’t always play a critical role in closing deals, but science does appear to play an increasingly larger part of […]
In a world where sales technology drives strategy, is the science of selling becoming more important than the art of selling? This is a question we posed in a recent debate between sales expert Lori Richardson of ScoreMoreSales.com and Velocify CEO and President, Nick Hedges over the best means of achieving sales lead response. The […]
It’s human nature to focus on the most pressing matters. This phenomenon is possibly no better exemplified than in observing sales behavior at the end of a sales quota period. For sales pros, at the end of each month or quarter, the most pressing matter is meeting (or hopefully exceeding) quota. During this period, sales […]
