Sales Process

A leaky sales funnel wastes time and money. Here's how to improve your conversion rates by plugging those pesky funnel leaks.

We’ve reviewed how eleven different businesses use sales funnels to close more deals, and how you can do the same to boost team effectiveness and revenue.

In this inbound vs outbound sales showdown, see if should you build an inbound sales machine, set up an outbound sales team, or take a hybrid approach.

Understanding the distinction between a lead and a prospect is key to making sales and driving business growth. Here’s your handy primer!

Discovery calls can sometimes seem like just one extra step that slows down your time to close. But, what exactly is involved in an effective discovery call? How is it related to qualification? And how do you run a discovery call that works?

An ideal customer profile defines the characteristics of the company that would find your products or services the most valuable. Here’s how to create an ICP or buyer persona.

Qualifying prospects involves evaluating your leads against your ideal customers. Learn how to do it and the characteristics of a good lead qualification process.

Lead nurturing turns interested site visitors into potential customers at every stage of the sales funnel.