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The Value of Knowing When to Walk Away

Salespeople are competitive. They hate to lose. Giving up or walking away from a potential deal is not in the salesperson's DNA. However, part of being a great salesperson is knowing when to walk away from a potential opportunity. 

It may seem counterintuitive, but knowing when to walk away from a sale is just as important to your sales strategy as executing the prime opportunities.

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Tips for Shortening Your Sales Cycles

When you're in a race, your speed doesn't depend on how many bicycles you have but on how quickly you're able to pedal the one that you're on. The same applies to your sales cycle.

Organizations that are able to shorten their sales cycles are able to work more efficiently moving through more opportunities in a quarter. If you think your organization could benefit from shorter sales cycles, here are five areas where you may want to put your focus: