Why & how to qualify your sales leads?

Categories Sales
Sales Leads

When you procure a ‘Lead,’ all you have is just a potential prospect. A lead may or may not qualify to become a prospect. However, a ‘prospect’ qualifies on most of the given parameters that are required for a lead to become a customer. It merely means that Sales personnel could maximize the possibility of closing the deals when they have qualified prospects to convert. Thus, companies would save precious time and resources from being spent on someone who would never buy from them. The…Continue Reading “Why & how to qualify your sales leads?” →

How a data-driven sales strategy can optimize your conversion rate

Categories Sales
data-driven sales strategy

In today’s B2B landscape, selling only by intuition will not achieve the desired results. To succeed as a salesman, you need data-driven insights. Based on it, you can design your sales methodology that will help you prioritize your leads, optimize your sales cycles, and maximize your conversion rate. Creating an effective account-based strategy is a step-by-step process. It starts with identifying the best leads, operationalizing the sales process and gradually moving from prospecting to converting. The methodology can help you think of lead scoring that…Continue Reading “How a data-driven sales strategy can optimize your conversion rate” →

How an optimized sales cycle improves revenue growth

Categories Sales
How an optimized sales cycle improves revenue growth

A sales cycle is defined as the course of activities and time needed to convert qualified prospects to customers.  It is comprised of a series of stages that vary by ideal customer profile, industry, or product/service, but often follow the following sequence: Prospect For leads Initiate Contact Qualify Lead Customize An Offer Clarify Objections Close The Sale To calculate sales cycle, choose a time period and determine the number of days from initial contact to close and divide by the total number of opportunities closed….Continue Reading “How an optimized sales cycle improves revenue growth” →

How Cold Calling Will Yield The Largest Sales Opportunities

Categories Proposing, Sales
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” →

Essentials of Sales Discovery Calls

Categories Sales
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” →

5 KPIs Every Sales Team Should be Keeping Track Of

Categories Sales Analytics
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: Do Take “No” for an Answer

Categories Getting the Appointment
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 for Year Round Lead Generation

Categories Getting the Appointment
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” →

5 Things Top Salespeople Don’t Do

Categories Sales
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

Categories Sales
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” →