Sales Discovery

// Start with Insight. Stand Out from the Competition.

// Quick Takes for Prospecting and Account Growth

June 17, 2019

Waterproof Speakers are a Must-Have in the Summer

"It’s a no-brainer that food tastes better alfresco, but the decision to take music outdoors is a little more complex, says Consumer Reports. Your house has traditionally been your wireless speaker’s best friend, protecting it from the elements and providing enough sonic support and noise isolation (i.e., walls) to let it sound its best."

June 13, 2019

79% of Americans Love Creating Things from Scratch

"A recent online survey conducted by Ipsos on behalf of digital lifestyle learning platform, Bluprint, reveals that nearly nine in ten adults who participate in creative activities say that successfully finishing a creative project brings them joy (88%). At least three quarters also say that they love the process of creating something from scratch (79%) - and even though they may make mistakes along the way, it doesn’t take away from their enjoyment (75%). However, just over two thirds admit they wish they got to use their creativity more in life (68%), and this is especially true for younger adults (74% of those age 18-34 vs. 61% of those age 55+)."

June 10, 2019

Smart Home Product Retailers to Target 35- to 54-Year-Olds

"According to The NPD Group, 22% of U.S. internet households reported owning a smart home device in Q4 2018, up from 17% in Q4 2017. Alongside ownership growth, 2018 saw an 18% dollar sales growth in home automation devices compared to 2017, and NPD’s latest Future of Tech forecast expects the category to reach $2.5 billion dollars by the end of 2019."

June 7, 2019

More Americans Prefer Burgers than Chicken Sandwiches

"Burgers have been a top item ordered at U.S. restaurants for decades, but chicken sandwiches have come on strong over the last several years. There are more chicken sandwich restaurant concepts and chicken sandwiches are appearing on more menus. So, have burgers been knocked off their perch by chicken sandwiches?"

June 6, 2019

Retailers to Tout Sustainable Offerings

"The ways in which companies are delivering on their brand promises to consumers is steadily widening as sustainability expands well beyond food and beverages. While we expect sustainable-minded shoppers to spend up to $150 billion on sustainable products by 2021, sustainability is starting to drive gains in everything from resource management to product packaging. Here’s a glimpse into the myriad ways in which consumer packaged goods companies are embracing sustainability and outperforming along the way."

June 5, 2019

Hotel Bars to Cater to Travelers’ Need to Unwind

"Alcohol has long been embedded in American culture, from the bar to the home to the brew pub and beyond, reports Nielsen. When we think about how and where America will drink in the coming years, we need to consider today’s on-the-go, fragmented consumer landscape. The bedrock of travel stay is the hotel, where opportunities remain to up the ante in the alcohol industry."

June 3, 2019

Retailers to Target Asian-American Consumers Digitally

"Asian Americans are among the most digitally enabled and tech-adopting consumers in the country, and that plays a big role in how this group is influenced, engages with brands, seeks out information makes purchase decisions and ultimately decides which products and services to buy, reports Nielsen. This process is often described as the path to purchase. Brands able to connect with Asian American consumers along this path can form mutually beneficial relationships with a powerful consumer group, while also peeking around the corner at the future of consumption among all consumers."

May 31, 2019

Are you Focusing on the Right Part of Your Sales Pitch?

Do you get that special feeling when you find a prospect who fits the description of your ideal target candidate? They’re in the same field of business as many of your other clients, they’re in a position of buying power, and there’s plenty of contact information for them. Your solution will be perfect for them! Get out of that mindset.

May 30, 2019

62% of Americans Plan Cookouts for the 4th of July

"Americans were expected to spend $6.9 billion on food for Fourth of July cookouts and picnics in 2018, according to the annual survey released by the National Retail Federation and Prosper Insight & Analytics. That's the second-highest amount in the history of the survey and per-person spending is up."

// Making the Case for Better Sales Discovery

40% of demos have little to no buyer engagement. No conversation between the sales rep and the buyer.

TOPO

Top sales performers ask between 11 and 14 questions per discovery call

AA-ISP

Nearly half of SMBs say ‘knows my company and line of business’ is a key attribute for sales reps

Selling to SMBs, SalesFuel, 2019

72% of salespeople are unable to connect offerings to buyer needs/challenges

SiriusDecisions

// Free Guidance from Leading Experts on Sales Discovery

// Interviews with SalesFuel Executives About Sales Discovery

SalesFuel CEO Talks About Rep’s Role in the Customer Journey on “Crack the Customer Code”

Sales Expert C. Lee Smith Appears on the Sell or Die Podcast

C. Lee Smith Appears on the Thrive LOUD Podcast


Topics covered on this page: Company Culture, Sales Culture, Company Mission, Company Values, Behavior Modeling, Sales Manager Help, Sales Management Training, Sales Increase, Revenue Increase, Sales Rep Improvement, Sales Improvement, Sales Time Management, People Skills, Microlearning, Sales Success, Sell Smarter, Sales Aptitude, Sales Technology

Discovery provides the value to open doors and the leverage to close sales.

— C. Lee Smith, SalesFuel Founder and CEO