Automakers understand buyers often shop by price range before looking at features and settle within the middle when presented with multiple price levels, writes Pamela Hazelton. In addition, car buyers are encouraged to make a purchase when websites feature plenty of imagery and user-generated content, Hazelton writes.
Sales velocity indicates how quickly deals are moving through the sales pipeline, which can be measured by multiplying the number of opportunities, deal value and win rate before dividing by the length of the sales cycle. Sales velocity can often be improved by offering buyers incentives to close earlier, writes Meg Prater.
Sellers can often improve their bottom line by cooperating with their competitors. Exchanging stale leads can provide new opportunities for both companies, and licensing agreements may help get each other's compatible products to new customers.
The Bloomberg Consumer Comfort expectations gauge dropped to 47.5 in March as respondents indicated they believe the economy is declining. The result was a drop from the previous month's 54.5 reading.
Vonage has announced CX Cloud Express, a contact center solution that can be integrated with customer relationship management software. CX Cloud Express is the first offering to combine features of the Vonage Business Cloud and the NewVoiceMedia contact center platform.
Sales dashboards can be an effective way to stay informed on key performance indicators and track progress toward sales goals. For best results, make sales dashboards available to all personnel, and design them with a clean layout and formulas for automatic calculations, writes Meredith Hart.
Bringing together people who have different perspectives can create friction, but it will pay off in terms of organizational growth and employee development, writes WEX President Melissa Smith. She draws on her experience to recommend three ways to nurture diverse thinking on a team.
Twitter features a strange mix of conversation types, but becoming active on the platform can still be useful for small businesses, writes Steve Strauss. He reflects on three reasons to use Twitter and notes that following the right people may help you expand your reach, as may advertising.
Restaurant industry groups are advocating on behalf of their policy priorities at the local and national level. The New York City Hospitality Alliance is backing proposals to ease rents and simplify development, and the National Restaurant Association is pushing to fix the 2017 tax law to restore a benefit for restaurants and other businesses.
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