Puppy dog close is a sales technique allowing prospects to test the product or service for several days before making a decision. It offers a free trial or a test period before clients agree to close a deal. This technique relieves pressure and develops a trusting rapport with customers. According to the prospects’ experience, allowing […]

A business development representative (business developer or BDR) is a member of the sales team. Their duty is drawing new business opportunities to the company. This includes cold calls, cold email campaigns, all kinds of networking, and social marketing. In its turn, business development is the activity of generating strategic chances for a company – […]

After the global financial crisis of 2008, companies started to add clawback provisions to contracts more often. The reason is that they allow businesses to cover incentive compensation from CEOs if there are any flaws in the company’s fiscal reports.  What is a clawback? A clawback is a contractual requirement that presupposes that funds previously […]

Closing ratio, or close rate, is a measure that shows how efficiently a sales professional or a sales team performs. It tracks how many sales have been closed compared to the number of proposals given. In other words, it tracks how many leads out of all prospects made a purchase. How to calculate the closing […]

There’s no secret that the majority of people buy relying on their emotions, not logic. They listen to the heart over the head. To marketers, it means a world as it opens a lot of possibilities to improve business with an emotional sale.  Find out what makes emotional sales so effective and how to incorporate […]

There are many things that can get in the way of you closing the deal: high price, bad sales approach, competition, or lack of the knowledge of the customer’s pain points. Still, time is perhaps the number one reason marketers fail.  What does “time kills all deals” mean? If you are a sales representative selling […]

If you are in marketing and sales, you need to master the ability to create your sound bites to position your business and brand to the public. And to get the message across, there are a few tips for crafting descriptive and well-formed sound bites.  What is a sound bite? A sound bite is a […]

Crafting a good sales pitch that will encourage your clients to take the next steps with you is tough. Some marketers come up with great sales pitch ideas but forget that it’s not only about figures, results, and facts that you throw at your customer. Rather, there are fundamental elements that need to be included […]