In a perfect world, your team would come to work every day amped about their jobs, ready to sell to the best of their ability, and leave feeling accomplished and satisfied. Sometimes, that world is a reality. What’s far more likely, though, is facing the challenge of motivating an underperforming sales professional or even an […]
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 […]
Convert B2B Leads to Long-Term Customers
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 […]
Call Them Leads, Call Them Prospects – But 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 […]
How to Become an Expert in Your Industry (and close more sales)
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 […]
7 Tried and True 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 […]
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 […]
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 […]
The Formula for Deal Generation
As lead generation transitions to the more efficient and effective strategy for a deal generation, it is imperative to understand the differences between the two. The primary differentiators can be broken down into four components: strategy, prospects, work and results. Proven methods are an essential component of both lead and deal generation. The noticeable variation […]
10 Best Travel Apps For Your Sales Team
No matter which industry you work in, there’s always fierce competition on the sales side of things. As your sales team travels around the world, they need all the edge they can get if they’re going to bring in new clients. Fortunately, there are myriad apps designed to facilitate your sales team’s travel process so […]