Don't miss the low hanging fruit 
It costs more to attract new customers than to sell to existing ones. The figures vary anything between 5 and 7 times as much is usually quoted. 
Are you missing out on by not selling to your existing customers? 
• Contract Renewals 
• Maintenance 
• Upgrades 
• New Products/Services 
The Implication of Qualification 
Following on from our last article which discussed how implementing CRM can help you improve your Sales Velocity, this time we are looking at three leading methodologies for helping you qualify your sales. 
Qualifying your potential leads/prospects correctly and early avoids wasting resources on deals that you have little chance of winning, or are not good business for you. This then means your sales team have more time to concentrate on better more profitable business 
How have times changed for the salesperson? 
How many hours do we spend, on average, using social media every day? According to data from We Are Social released in Jan 2016, we spent an average of 1 hr 29 minutes using social media across all devices – with the overall time spent online at around 2 hrs 51 minutes per day.  
The split across the age ranges is fairly similar so using the excuse that it is just for “youngsters” simply doesn’t add up. (Source: – UK Social Media Stats). 
6 Strategies to improve your Sales Velocity 
Sales velocity is similar in concept to any other type of velocity measurement. In a car, velocity is a measure of its speed i.e. miles per hour. Sales Velocity measures and predicts the “£’s per day” – how much and how quickly is your business making money? 
The equation for Sales Velocity can be seen in the image to the left. 
5 Tips to help you refine your Sales & Marketing processes 
The Summer Olympics are over for another four years but the planning and preparation is an on-going process. 
The same should apply to your business. When you have a success, however big or small, you need to review it and see how you can improve for next time. 
Have you just won a big new contract, taken a great order, or had the best quarter/year of your business? Maybe you haven't done as well as you planned or hoped? 
Are you ready? 
As the Olympics are well underway, this week’s blog takes on a sporting theme.  
Looking at the key components of a good marketing campaign, there are some similarities with the traditional Olympic Triathlon which consists of a swim, cycle and runLooking at the key components of a good marketing campaign, there are some similarities with the traditional Olympic Triathlon which consists of a swim, cycle and run. These can be of different lengths depending on the specific competition that you are entering. 
"It's all to do with the training: you can do a lot if you're properly trained" 
That is a quote from Queen Elizabeth II, and probably most people would agree with the sentiment of the statement. 
Firstly, what is "training" - one definition fro Wikipedia says "Training is the acquisition of knowledge, skills and competencies as a result of the teaching of vocational or practical skills and knowledge that relates to specific useful competencies. Training has specific goals of improving one's capability, capacity and performance. 
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