Blog

  • Office Furniture Sales Leads vs Prospects: What's the Difference?

    Posted On October 21, 2018 by SalesLeads, Inc.

    Many office furniture sales reps use the terms "sales lead" and "prospect" interchangeably. They believe that any potential office furniture customer is a lead or prospect, so they focus their sales efforts on nurturing these individuals through their sales funnel. While similar, though, sales leads and prospects are two different and unique entities. To learn more about office furniture sales leads and prospects, including how they differ, keep reading.

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  • What's the Average Sales Cycle for Meters & Controls Companies?

    Posted On October 20, 2018 by SalesLeads, Inc.

    If you own or work for a meters and controls company, you might be wondering how long a typical sales cycle is. Defined as the multi-stage process from when a customer makes initial contact with a company to when the he or she makes a purchase, your company's sales cycle plays an important role in its success. Of course, it also depends on the type of product being sold: filters, flow meters, heat exchangers, or natural gas can also affect the length of the sales cycle. However, if your sales cycle is too long, you may lose some potential customers midway through. But if it's too short, you may fail to effectively nurture prospects and convince them to buy your products or services. So, how long is the average sales cycle for meters and controls companies?

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  • Are you an Independent Sales Rep? Mistakes to Avoid When Nurturing Industrial Prospects Through the Sales Funnel

    Posted On October 19, 2018 by SalesLeads, Inc.

    It's no secret that industrial buyers are more difficult to convert, on average, than consumers. Statistics show that it takes up to 18 calls to even reach an industrial prospect. And once you've made the initial contact with a prospect, you must then convert him or her into a customer. With that said, you'll want to avoid making these mistakes when nurturing industrial prospects through your sales funnel.

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  • How to Increase B2B Sales in an Unpredictable Office Market

    Posted On October 19, 2018 by SalesLeads, Inc.

    Regardless of what exactly your B2B company sells, you'll probably experience ups and downs depending on the office market fluctuations. When there's high buyer demand and low competition in your market, you'll naturally sell more products or services. But when your market begins to decline, the opposite tends to happen: You sell fewer office products or services. While there's no way to control office market conditions, there are ways to increase your company's B2B sales in an unpredictable market.

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  • The Importance of Customer Retention in the Office Industry

    Posted On October 18, 2018 by SalesLeads, Inc.

    What's your company's customer retention rate for the office industry? Defined as the percentage of customers who make at least two purchases within a specific period of time -- typically a year -- it's important that you optimize your company's strategy to achieve a high rate. Statistics show that increasing customer retention rates by just 5% can yield an increase of up to 25% profits. If you're skeptical of the benefits of customer retention, keep reading to learn how it can help you sell to the office industry.

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