The Selling Advantage Community

The Selling Advantage Community is for B2B salespeople. We produce tactical content, share opportunities, and shine a light on those who make sales happen.

How the Purchasing Cycle Drives Conversions

If you’re in sales, you should really be keeping the purchasing cycle at the forefront of your mind throughout all your commercial activities.  Put simply, the purchasing cycle encompasses distinct stages through which a customer moves before buying a specific product or service. Sounds important, right?  It is! This article will provide you with the background information you need to fully understand and utilize the purchasing cycle in your sales, including advice on how to identify the

View Post »

What is Sales Prospecting? Tips & Techniques

Sales reps in all sales teams want to sell. Selling is fun. But before you can sell, you have to prospect.  Generating initial interest with potential buyers sets up your sales process, creates the sales pipeline, and leads to establishing qualified leads that then become paying customers. But first you have to identify those potential customers—this is done through sales prospecting. Sales Prospecting Definition So what do we mean by sales prospecting? Well, prospecting in its more

View Post »
Selling Advantage Blog