b2b sales Archives » FindLight SalesAcademy

What to Do When Your Sales Funnel Dries Up
What to Do When Your Sales Funnel Dries Up
In sales, few things are as nerve-wracking as seeing your once-thriving sales funnel slow down to a trickle—or worse, dry up entirely. When the leads stop flowing and conversions seem like a distant ...
Sales Metrics That Work: Beyond Revenue
Sales Metrics That Work: Beyond Revenue
Revenue-driven sales metrics have long dominated the sales landscape, but they tell only part of the story. As sales cycles grow more complex and customer expectations rise, the need to measure the quality ...
Decision Makers in B2B Sales: Stereotypes and Strategies for Success
Decision Makers in B2B Sales: Stereotypes and Strategies for Success
Navigating the nuances of B2B sales requires more than just a great product or service—it demands a deep understanding of the diverse personalities behind purchasing decisions. All decision makers, whether ...
Saving Sales Deals: Strategies to Rescue a Failing Opportunity
Saving Sales Deals: Strategies to Rescue a Failing Opportunity
Securing sales deals in high-tech industries often hinges on precise alignment with rapidly evolving client expectations. Statistics indicate that 43% of sales engineers encounter extended sales cycles ...
Value-Based Capital Sales: A Strategic Guide
Value-Based Capital Sales: A Strategic Guide
Transforming the perception of high costs into recognized value is central to success in capital equipment sales. This guide delves into value-based capital sales, revealing how a strategic focus on ...
Complex Sales Strategies: Navigating Multi-Stakeholder Deals
Complex Sales Strategies: Navigating Multi-Stakeholder Deals
In the technical sales scenarios, complexity is often a given—especially when dealing with large-scale deals that involve multiple stakeholders and extended timelines. Mastering complex sales strategies ...
Overcoming Sales Objections: Strategies and Practical Tips
Overcoming Sales Objections: Strategies and Practical Tips
Handling sales objections effectively is crucial, especially in the high-tech industry where the products—be it complex equipment, components, or scientific tools—require detailed understanding and trust. ...
Delphi Method: A Guide to Expert Consensus and Forecasting
Delphi Method: A Guide to Expert Consensus and Forecasting
Welcome to our deep dive into the Delphi Method, a proven approach to enhancing sales strategies through expert consensus and accurate forecasting. This guide unpacks how this method can streamline ...
The 10 Worst Sales Habits That Could Ruin Your Sales Efforts
The 10 Worst Sales Habits That Could Ruin Your Sales Efforts
In our previous exploration on the FindLight Sales Academy blog, we delved into the good habits that can propel a salesperson to success. Building on that foundation, it’s equally important to ...
Value Added Resellers: Unlocking Business Potential and Growth
Value Added Resellers: Unlocking Business Potential and Growth
Introduction to Value Added Resellers A Value Added Reseller (VAR) is a business that enhances the value of third-party products by adding customized features or services before reselling them to ...