The secret of a successful sales manager

Why do many successful sales reps fail at managing and motivating their sales team? Is the skill set required to be a sales manager significantly different? What are the common challenges faced by sales managers? Is it understanding the product, people, market, or do they fail in motivating and coaching their team to success? Companies frequently promote successful sales reps to management and often the resulting performance is lackluster. What does it take to be a sales manager and what are the secrets of a…Continue Reading “The Secret of a Successful Sales Manager”

How to Effectively Sell to Millennials

Generation Y has been making waves in the business world as both productive workers and dependable consumers deeming it essential to gain a thorough understanding of the ways to appeal to their unique characteristics and needs. The three tips below address the best ways to capitalize on this technology-savvy generation. Cater to Their Characteristics It is vital to understand who generation Y is prior to developing a targeted lead generation strategy. Generation Y, who are also known as the millennials, comprises the group of people…Continue Reading “How to Effectively Sell to Millennials”

Convert B2B Leads

The business-to-business industry may very well face one of the most difficult challenges in regards to generating leads. While some efforts may have no success or gradually fall short, these results-oriented tactics will help a B2B lead generation strategy continually see positive results. Test Prior to Purchase There are several B2B lead generation tactics that have been introduced within the past few years, all of which can assist with the dissemination of executive-level information. Despite the supposed success rates of these new measures, it is…Continue Reading “Convert B2B Leads to Long-Term Customers”

Leads, Prospects - Are They Qualified?

Although “prospects” and “leads” may be regarded as interchangeable terms, it is vital to note the new meaning when “qualified” is added beforehand. A qualified prospect offers a salesperson the greatest potential to land a potentially lucrative and sizeable deal, so the last thing a salesperson wants to do is waste time and energy with unqualified prospects. Looking at the stages of sales prospecting can help distinguish qualified prospects from leads. As you move through the sales prospecting process, you will notice that prospects are…Continue Reading “Call Them Leads, Call Them Prospects – But Are They Qualified?”

Become an Expert

How many articles have you read lately, that talk of closing more sales and if you have, you would admit they say almost the same. There’s certainly value in reading up on the latest cold calling, email, and networking techniques, but if you haven’t taken a look at your website lately, you’re missing out on a prime opportunity to position yourself as an expert in your industry and close more sales. Being an expert in your field makes the sales process easier. You have case…Continue Reading “How to Become an Expert in Your Industry (and close more sales)”

B2B Appointment Setting Techniques

One of our favorite lead generation sayings is that within each sale, two sales actually take place: the selling of the appointment, and the sale of the service. Appointment setting, thus, is the first “sale,” and is a crucial step in the purchasing process. So, what steps can your business take today to increase your sales appointments— all while engaging with only the most qualified leads? #1. Go after the decision makers themselves. Why try to work your way up when you can just begin…Continue Reading “7 Tried and True B2B Appointment Setting Techniques”

Building Rapport in Sales Conversations

The first impression is always important, and for a salesperson heading into their initial face-to-face prospect meeting, it is crucial. For some, this first interaction may create uneasiness. However, the sales professional who becomes an expert in building rapport will display confidence in themselves and their product or service and ultimately have a leg up when it comes time to ask for the order. Those that are most successful at creating rapport often find that those relationships lead to “Trusted Advisor” status with the prospect….Continue Reading “Building Rapport in Sales Conversations”

What does Sales 2.0 mean?

Sales 2.0 is quite simply the idea of complementing traditional, proven sales practices with modern technology. Sales 2.0 is not one specific thing but rather a state of mind; a way of thinking progressively. Successful selling means staying on top of your game and selling smarter – and that’s the case whether you’re an individual salesperson or a business.  Either an individual or a business can adopt and apply Sales 2.0 ideas. So let’s break this down and see how Sales Automation works for an individual…Continue Reading “What does Sales 2.0 mean?”

lead generation tactics

The first and most important step of online lead generation is to understand your customers – what do they want and how can you meet their needs? Once you have established this strong foundation, you can develop a strategy with lead generation tactics that allow you to engage with your customers at the right time and in the right way. Know Your Target Prospect – Before you can optimize your online lead generation strategy, it is essential to understand your leads. Developing a lead-centered strategy…Continue Reading “4 Absurdly Simple Lead Generation Tactics”

Efficient Sales Acceleration Process

The goal of any sales organization is to generate sales and increase revenue. The sales cycle is like a funnel, which begins with marketing to a targeted customer group, which then tapers into leads. These leads in turn further narrow into qualified leads, a portion of which then become sales. The faster and more efficient this cycle – the greater the return on investment. Sales acceleration is the use of techniques and tools to speed up this sales process and to reach completed sales more…Continue Reading “Ensure an Efficient Sales Acceleration Process with These Few Tips”