Consistent prospecting is essential for more than growth. You need it just to stay afloat! New businesses enter the marketplace every day. Even if they are not worthy competition, they create more noise to divert attention away from your company. If you’re looking for ways to improve your sales prospecting game, consider these tips: Schedule …
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For many large businesses, using a channel sales system is more beneficial than relying solely on their own team of salespeople to sell products and services directly. With channel sales, companies allow retailers and distributors to benefit from their margins instead. The retailers and distributors then earn a margin themselves. As with all types of …
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Rejection is part of the territory for those who have a career in sales. However, that doesn’t mean that they can’t learn to anticipate common reasons that prospects say no and learn to work around them. While some customers will remain adamant they don’t want or can’t afford the product or service, many just need …
According to industry watchdogs, the next five years will see the market for PC deliveries stabilize in a way that we haven’t seen yet. Canalys predicts that shipments will decline by just over 2.1 percent. This is the smallest decline for the market in four years. People are coming back to PCs because the migration to …
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Once upon a time, a salesman would call on a business with a display case full of samples for making a pitch on whatever the product was. Perhaps he – or she – had a portfolio with documents to show a decision-maker why this service was above all else. “Traditional” sales tactics have changed over …
Months after announcing its latest addition to the PowerEdge portfolio with single and dual socket servers designed for data centers, Dell EMC previewed an additional set of PowerEdge servers, this time with the power of four sockets designed for artificial intelligence (AI) and machine learning (ML). At Dell Technologies World 2018 earlier this month, the …
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Did you know that 90 percent of decision makers never answer a cold call? And the average cold email response is less than 1 percent. That’s because they don’t want someone wasting their time. Too many have experienced irrelevant, less-than-captivating sales pitches in the past and don’t need to hear another one. So how do …
For the last three years, the exponential growth in cloud computing has hit the IT hardware companies hard. Since 2009, cloud computing investment has been growing 4.5 times the rate of IT spending, according to Forbes. Further, Forbes predicts that from 2015 through 2020, it’ll continue to grow at six times the rate of IT spending. …
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After experiencing declining sales year over year, the beleaguered server executives at Lenovo’s headquarters in Beijing and Morrisville had some good news to savor, according to an industry researcher, IDC’s new report. The report indicated that IBM had even better news with high-end server revenues surging up over 50 percent. The statistics, strategically, quash a …
Unfortunately, many businesses have their sales pitch revolving around them and not their clients. Customer experience, honesty, and genuine concern for your customers are the foundations upon which to succeed in your sales efforts. The following are 5 sales soft skills tips that will boost your sales, retain customers and generate more revenue. 1. Put …
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