Convert B2B Leads to Long-Term Customers

Categories Sales, Sales Analytics
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” →

Call Them Leads, Call Them Prospects – But Are They Qualified?

Categories Sales
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?” →

How to Become an Expert in Your Industry (and close more sales)

Categories Sales
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)” →

7 Tried and True B2B Appointment Setting Techniques

Categories Getting the Appointment, 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

Categories Sales
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?

Categories Sales
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?” →

4 Absurdly Simple Lead Generation Tactics

Categories Negotiating, Presenting, Proposing, Sales
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” →

Ensure an Efficient Sales Acceleration Process with These Few Tips

Categories Sales, Sales Analytics
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” →

Intelliverse’s Checklist for Training a Newbie Salesperson

Categories Sales
Train a new salesperson

Just because someone is new to the sales process doesn’t mean they can’t start contributing to your team (and to the bottom line) relatively quickly. It’s all in how you train your newbie salesperson, and whether or not you set them up for success — or leave them to go it alone. Here’s our checklist for getting your newbie salesperson to hit the ground running, and make a positive contribution to your team right off the bat. Train a new salesperson, success! Play follow the…Continue Reading “Intelliverse’s Checklist for Training a Newbie Salesperson” →

5 Unique Qualities that Make a Great Salesperson

Categories Sales
Qualities that make a great salesperson

Sales isn’t for everybody, least of all the faint of heart. It can be a difficult, exhausting job, but for those who have the right set of traits and quirks, there’s often no better role. Some of the more obvious traits in a good salesperson — open, honest, communicative — go without say. But what about those lesser-seen traits that can give a sales professional a leg up? Here are our top 5 unique qualities that make a great salesperson. Resourcefulness Think the MacGyver of…Continue Reading “5 Unique Qualities that Make a Great Salesperson” →