Essentials of Sales Discovery Calls

A Sales Discovery Call is the foundation of any sales process as it helps you and the prospect determine if synergies exist between your organizations. You need to step into the prospect’s shoes, understand their priorities, and craft a viable solution. Your potential customer must be assured that you understand their business issues and are capable of providing a professional assessment and solution. Discovery calls are crucial as prospects may be in the early education stage or ready to make the final buying decision and…Continue Reading “Essentials of Sales Discovery Calls”

Cold Calling

As a sales rep, finding qualified prospects and converting them into customers is the ultimate goal. Many agree that, when properly done, cold calling yields the greatest outcomes in regards to large opportunities. Still, there are others that consider cold calling to be archaic with a low strike-rate regardless of opportunity size. While everyone is entitled to their opinion, let’s evaluate the pros and cons. Advantages If you’re starting without an existing network of connections, then cold calling is an ideal option. In a B2B…Continue Reading “How Cold Calling Will Yield The Largest Sales Opportunities”

5 Sales KPI's

Sales is a numbers game in more ways than one. The amount of data that one salesperson can generate – let alone an entire sales team! – can be staggering. More, though, is not always better. When it comes to your team’s key performance indicators, or KPIs for short, things can get out of hand pretty quickly. Revenue, cost per lead, conversion rates, engagement; the options are pretty much endless. Which is why it’s important to focus on the handful of KPIs that, when monitored,…Continue Reading “5 KPIs Every Sales Team Should be Keeping Track Of”

Appointment Setting

Any aspiring salesperson is taught the value of persistence. It is arguably the foundation of the profession as success is rarely attained without it. Yet between all the strategies out there, from initiating conversations to overcoming objections, the virtue of patience can be forgotten. While persistence is a good quality, it can backfire if a salesperson crosses the line and is perceived as harassing – ultimately jeopardizing long-term sales efforts. An Uphill Battle Overcoming objections is a crucial feature of sales. The very nature of…Continue Reading “Appointment Setting: Do Take “No” for an Answer”

using appointment setting

With a new year just around the corner, many sales organizations are in crunch mode trying to achieve year-end goals while also gearing up to kick-start the New Year with a big bang. While the 1st and 4th quarters are critical, there’s a lot of momentum and closed deals that take place in the 2nd and 3rd quarters and contribute to a company’s annual revenue growth. Therefore, a good lead generation playbook can offer a sales organization a solid plan on how to optimize its…Continue Reading “Using Appointment Setting for Year Round Lead Generation”

Things that Top Salespeople Don’t Do

You don’t have to be a basketball fan to appreciate the thrill and excitement of March Madness. According to the American Gaming Association, more than 40 million Americans fill out one or multiple tournament brackets. When filling out brackets, many will rely on luck while others will research stats and records. What are these top teams doing to ensure they win? The same question can be asked about any organization’s top salespeople. Too often others will study the actions and processes that their leaders follow…Continue Reading “5 Things Top Salespeople Don’t Do”

Maximizing the potential of your inside sales team

According to a research study by IDC, more than one-third of weekly selling time is lost due to poor sales enablement. According to the study, inside sales representatives spend 26% of their week on administrative tasks and another 36% searching for marketing materials, prospect/customer related information, and creating sales presentations. This hints that integrating systems with applications that provide more transparency and a 360-degree view can prove powerful in improving productivity. Below are a few tips in maximizing accountability and the potential of an inside…Continue Reading “Maximizing the potential of your inside sales team”

Sales Planning Guide eBook

A sales planning guide is an action plan taking account of your strengths, weaknesses, opportunities, and threats to prioritize your imperatives for hitting the quota month after month. Formulating a sales plan is mandatory to keep the performance ticking of the most important function of your business: sales. The industry leaders and the best of the brands maintain it, and that helps them to earn the projected revenue and hit the revenue targets. Sales is a dynamic function which makes it difficult for teams to…Continue Reading “Sales Planning Guide 2018-eBook”

Knowledge, Attitude, Skill, and Habits (KASH)

They often say selling is both an art and science. Wonder why? Selling requires both hard and soft skills. Knowledge and skills refer to the technical expertise and understanding customer needs and how your product or service fulfills those needs, which relate to the left side of the brain. As knowledge is the sum total of both academic and practical learning acquired over a period of time, it decides the competence and successful individuals in any career. Skill refers to the competencies gained through experience…Continue Reading “Knowledge, Attitude, Skill, and Habits (KASH) – matters most for success in sales”

Ten traits of a super salesperson

Abraham is one of the star salesmen in a company who is into software selling in the B2B arena. Abraham says sales is an exciting profession for him with an element of instant gratification as he can close the deals faster. Jenny joined the organization a year ago, but she finds sales an intimidating profession as she can’t close deals so easily. This is something that is widely noticed in sales. Few are exceptionally successful in selling while others find it hard to cope. Identifying…Continue Reading “Ten traits of a super salesperson”