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Pre-qualifying a lead is the act of testing whether a person who has expressed interest in your products or services (the prospect or ‘lead’) meets general buying criteria. In other words, is a lead likely to make a purchase? This…

Apple recently released the iPad Air 2 and it has been said that, at 6.1 millimeters, it is the thinnest tablet ever. Its predecessor, the iPad Air, was already quite thin at 7.5 millimeters. The fact that the release of…

B2B companies tend to shy away from visual platforms like Instagram and Pinterest. It’s only for pictures of people’s breakfast and craft ideas, right? Wrong. B2B companies can find just as much value on Instagram and Pinterest as they can…

In today’s rapidly evolving digital landscape, businesses are continually seeking ways to streamline operations, enhance customer interactions, and boost sales. If you’re still relying on traditional paper catalogues, you may be missing out on numerous benefits that only electronic catalogues…

It is always said that it is far cheaper to retain current customers than it is to acquire new customers. It is said so often because it is true. Current customers are easier to sell to than new customers, thus…

Coaching is vitally important to the health of your sales team. It helps your salespeople to empower themselves and ultimately helps you as a sales manager. Despite these facts, many sales departments neglect coaching because of the belief that their…

The Pareto Principle may not sound familiar, but it is in fact a very valuable tool in the business world. In 1906 Vilfredo Pareto, an Italian economist, concluded that 80% of the land in Italy was owned by only 20%…

New security threats like Shellshock and Heartbleed are popping up all over the internet and this means your personal data is more at risk than ever before. But these flaws in the security measures built into our technology are not…

Most people use PowerPoint as their main method of creating a sales presentation. However, we have all seen some dodgy slideshows that catch the attention of clients for all the wrong reasons. Some people might think the content is what…

A sales force is only as good as its manager. If you are leading a team, your actions can drive it towards either success or failure. There are certain qualities that every great sales manager should possess and acquire in…