What is a Sales Cycle?

What is a Sales Cycle?

Process makes perfect. No matter what product or service you’re selling, your sales process usually follows the same basic steps. By focusing on each of your phases individually, you can ensure that your overall sales cycle becomes more predictable and delivers...

How to Fix Top Cold Calling Mistakes

Is cold calling dead? No, not at all. And quite frankly, it never will be! Over 90% of all customer interactions take place over the phone. Cold calling is still a primary method of communication for the majority of salespeople and it works when executed properly....
Does Cold Calling Work?

Does Cold Calling Work?

Coke or Pepsi? Yankees or Red Sox? Mac or PC? With options like this, people typically sit squarely on one side or the other. (I mean, how many Yankee fans can even tolerate the mention of the Red Sox??) The same concept holds true in the world of sales, especially...
Sales Prospecting Tips for Your Success

Sales Prospecting Tips for Your Success

The first rule of selling is “people buy from people they trust.” That trust building starts with sales prospecting. With that in mind, here are some sales prospecting tips we use here at FRONTLINE Selling to improve our results when we are prospecting for both our...