The Fluidity Of Sales

So, you are in sales or interested in learning more about it. Great! The first thing you must understand about sales is that both you and the buyer should engage in a process of negotiation to consummate the exchange of values. Selling is considered by many to be the art of persuasion. While it does require significant skill to sell effectively, we must remember that a sale is an exchange process of negotiation that has implied rules and identifiable stages. Such stages involve: getting acquainted, assessing each party’s need for the other’s item of value, and determining if the values to be exchanged are equivalent or nearly so, to complete the transaction.

The SMART Guide To Sales Goals

Smart Sales Goals

Goals are something that we all set for ourselves and have for our whole lives, but do we always know how to set goals? We often set goals, but don’t always follow through. Heck, I can’t count the number of New Year’s resolutions I have set and failed at. In business though, it is imperative to set goals. Setting specific and challenging goals takes an average account representative to the head of the sales department. Unfortunately, we often rush into setting goals and our goals somehow always find themselves out of our reach. This is where SMART goals come into play.

Closing The Gender Gap in the Tech Industry

Take a look around at your office space right now and do a quick count of men vs. women. I know that in my current work space, around 90% of people are men. By no means is this another “men vs. women” post. According to the National Centre for Women and Information Technology, 26% of professional computing occupations in the U.S workforce are held by women and even more alarmingly, women only gain one in twenty new STEM jobs, versus men, who are one in four. Outlined in The Industry Gender Gap Report, it is made clear that “If current industry gender gap trends persist and labour market transformation towards new and emerging roles in computer, technology and engineering-related fields continues to outpace the rate at which women are currently entering those types of jobs, women are at risk of losing out on tomorrow’s best job opportunities”.

At this stage, the numbers are alarming, in that they show women as having minimal influence over helping shape the technology industry and so, change is imperative. However change can only come given the right emphasis on diversity and inclusion in the workforce and the promotion of the correct culture.

One key way is to increase awareness, especially in young girls, from their school days. In an article written by Susan Wokcicki, employee of Google, she talks about her passion about women in technology and how that has related to her family life. Susan says that they had one family computer in the house, which her son ‘conquered’ and consequently, her daughter, being unable to access it, was left to find another hobby.

The same happening in schools across America. Girls are taught that being in the computer or technology industry is an isolated profession, perhaps not lending well to a work-life balance.

In order for jobs and employment rate of women to rise, girls should be taught from an early age as to the impact they can have and change they can affect in the tech industry. Technology is revolutionizing almost every part of our life at an unprecedented pace. Yet today, women hold only 26 percent of all tech jobs.

Check out this video trailer of Lesley Chilcott, who is creating a new documentary about the role girls can play in technology. Let it not be about boys versus girls, but rather, using technology to solve a problem in society.

Map My Customers February 2017 Update: Enhanced Routing, Redesigned Groups & More!


Map My Customers February 2017 Update: Enhanced Routing, Redesigned Groups & More!

Hey, Mappers!

We’ve been hard at work providing you with new features & redesigning our iOS app. We’ve also created a new auto self-guided demo system that will walk you through the features on Map My Customers you want to learn about. Click here to check it out. It can be used to learn more about our features or to train a new team member.

Check out these great new features:

Allocate Time to Each Stop on a Route

Web Only

With this update, you can set how much time you want to spend at each stop on your route.

How Can Optimized Routing Help Your Sales? Read What Our Customers Have To Say

We take feedback from our customers very seriously – both the positive and negative. Just recently, we received some fairly detailed, positive, feedback from two customers who emphasized the impact Map My Customers has made in their sales within the transportation industry. Here is an excerpt of what they said:

‘I LOVE MAP MY CUSTOMERS app as I see more customers in less time with the optimal organization of my stops. I use the color-coded pins to differentiate my customers by revenue. I cover a large territory and in my opinion, anyone who travels can benefit from your service. Very affordable, very easy to use.’ – Mandy Forlina

Our features benefit a variety of industries, with the supply industry being one in particular.

New Year, New Age of Sales, New Sales Goals

With 2016 in the books, it’s time for salespeople to look forward and begin planning for 2017! Whether 2016 was your year or not, it’s still very important to reflect on it and use it to improve in 2017. It doesn’t matter if you read this in early 2017 or in November of 2017, remember that it’s never too late to set goals. These goals will help you improve and you should constantly be looking for opportunities to grow as a sales person.

Set Your Sales Goals

The most important step you can take as a salesperson in order to have a successful 2017 is to set the tone.

Key Sales Takeaways From Salesforce’s State Of Sales Report

Key Sales Takeaways From Salesforce’s State Of Sales Report

If you want to know what’s trending in the sales industry, then look no further than Salesforce’s State of Sales report. This report is released annually and identifies the challenges salespeople face as well as any trends and an overview on the sales future. We look forward to this report every year because it gives us the opportunity to better understand the challenges and opportunities sales organizations face. This blog post will highlight and summarize the main takeaways from this report. Get your free copy by downloading it from their website.

Email Automation Tutorial – Map My Customers

Email Automation Tutorial – Map My Customers

One of the HUGE added benefits to using Map My Customers is that we include email automation with our Individual 5K and Team subscriptions. Email automation is the ability to send email campaigns to various types of customers at once. With our tool, you can send mass email campaigns to different groups of customers. Read on to learn how!

To get started, go to the Contacts > Email Automation section of the app.

Creating Your Email Automation Template

Creating your template for email automation is very simple. Once you are on the email automation page, simply go to the template section.

7 Questions Sales Reps Should Ask Prospective Clients

7 Questions To Ask Prospective Clients

There are plenty of sales questions we need to ask throughout the buying/selling process to help uncover a need, create urgency and gain commitment. Here are some I think are important and the reasons why:

What Are The Details Of The Decision-Making Process And Who Is Involved?

This might seem obvious, but, you’d be amazed at how many sales reps I see don’t ask this question or don’t get the details they need to understand the process. If you don’t have a clear understanding of the decision-making process and its stakeholders, then don’t be surprised when you have to talk to procurement, legal or other stakeholders.

Can You Walk The Walk Of Sales Metrics?

Can You Walk The Walk Of Sales Metrics?

Watch Your Metrics

Hone In On The Right Sales Indicators

A lot of sales leaders like to talk the sales metrics talk. But, do they know how to walk the metrics walk?

It is easy for a sales leader to claim that they track their sales team’s metrics. But, are you tracking the right numbers? Are your sales reps aligned to those numbers?

Many organizations look at Wins, Win Rate, Revenue, etc. These are lagging indicators, meaning it is typically too late to make a change once these numbers become measurable. For example, let’s say your sales process is six months.