Top Selling Challenges of 2018 and How to Overcome Them

selling challenges

Sales professionals are under constant pressure to achieve higher quotas and deliver value to their clients in an increasingly competitive landscape. To gain a better understanding of the specific challenges facing sales professionals in 2018, Richardson Sales Training surveyed more than 350 sales professionals. The resulting 2018 Selling Challenges Study provides a panoramic view of these challenges and solutions to overcome them.

Ready to learn about the top sales challenges of 2018 and how to overcome them? You’ve come to the right place, keep reading. Continue reading “Top Selling Challenges of 2018 and How to Overcome Them”

What to do When Prospects Won’t Admit They Need Help

prospectsIf you’ve worked in sales for any amount of time, you know the standard sales process looks something like this: You identify a prospect and conduct research, you figure out what pain point or challenge they’re trying to solve, and then you offer your product or services as the solution.

You also know many deals fall through—not because the prospect doesn’t need your product or decides to go with a competitor—but simply because they can’t, or won’t, make a decision. There’s no putting this lightly: It’s incredibly frustrating when this happens. Continue reading “What to do When Prospects Won’t Admit They Need Help”

A B2B Sales Rep’s Guide to Meeting with the C-Level

b2b salesHave you ever tried to set up a meeting with a senior-level executive? If so, you know how tough it is to connect with busy executives who are never in their office, rarely answer their phones, and seldom reply to voicemail or e-mail.

To add insult to injury, executive-level assistants are trained to be gatekeepers. They are paid to protect the C-level from unnecessary interruptions— meaning, if you don’t reach your intended target directly, your message might never make it to them.

Thankfully, B2B sales expert Jill Konrath has solved this problem in her book SNAP Selling: Speed Up Sales and Win More Business with Today’s Frazzled Customers. 

Continue reading “A B2B Sales Rep’s Guide to Meeting with the C-Level”

Targeted Marketing or Bad Poetry? [Infographic]

targeted marketingBad poetry: It’s hard to describe but easy to spot. We all know there’s nothing worse than the terrible rhymes, mixed metaphors, and over-the-top adjectives found in amateur poetry.  When a poem is bad, it’s uncomfortable to get through and leaves readers confused— just like bad content marketing.

Bad content is similar to bad poetry but it’s not always as easy to identify.  It’s difficult to meet the ever-growing demand for content, but if you blindly follow trends or fail to think concepts through, your efforts will undoubtedly fail. If you want to be seen as a thought-leader, you need to bring a fresh perspective to your content. Continue reading “Targeted Marketing or Bad Poetry? [Infographic]”

The Real Value of Email Hygiene: A Marketer’s Guide

Marketing trends come and go all the time, but email marketing has stood the test of time and it seems as if it’s here to stay. Boasting an ROI of 4400%, or $44 for every $1 spent (source), email marketing remains the go-to channel for leading organizations.

But, no matter how detailed or personalized your email campaigns are, they’ll inevitably fail if you don’t take the appropriate steps to maintain your email lists. In fact– emailing bad contacts is the fasted way to get marked as spam and ruin your email reputation.

Email hygiene is a crucial, yet often overlooked, element of email marketing. Today’s blog post explains why email hygiene is so important, and the steps you can take to maintain your email lists. Continue reading “The Real Value of Email Hygiene: A Marketer’s Guide”

6 Reasons Sales Professionals Love Keenan the Sales Guy

keenan the sales guyIf you’re one of the few sales professionals who’s never heard of Keenan the Sales Guy, here’s a little introduction. Keenan is the self-described CEO/President and Chief Antagonist of A Sales Guy Inc.

He’s been selling something to someone for his entire life. He’s been teaching and coaching almost as long. With more than 20 years of sales experience, Keenan has influenced, learned, and shaped the world of sales. On top of Keenan’s personal and professional accolades, he’s a favorite among the ZoomInfo team. Today we tell you why! Continue reading “6 Reasons Sales Professionals Love Keenan the Sales Guy”

The Beginner’s Guide to a Data-Driven B2B Sales Strategy

data-driven b2b sales strategyThe importance of data cannot be understated in the modern sales landscape. Gone are the days of strategies based on instincts and educated. Now, data and analytics reign supreme when it comes to running a successful sales organization. But here’s the thing– the world of data and analytics has made massive strides in recent years and many organizations have yet to catch up.

Maybe you’re new to data-driven sales, or maybe you just need to brush up on how to leverage data as part of your sales strategy. Today’s blog post is for you! Keep reading for our guide to a data-driven sales strategy.

Continue reading “The Beginner’s Guide to a Data-Driven B2B Sales Strategy”

How to Build Your Email List in Seven Steps

how to build your email list

Fact: Your company’s email program will only ever be as good as your contact database. No matter how great your emails are, eventually your contacts get married, change jobs, or receive promotions; their companies go out of business or merge with entirely different organizations.

Slowly but surely, you’ll be left with inaccurate and unreliable data. If you aren’t diligent about database maintenance, you’ll run your email marketing program into the ground.

Continue reading “How to Build Your Email List in Seven Steps”

Sales Hiring Questions to Hire Better Reps

sales hiring questionsWhether you’re a hiring manager, sales leader, or the CEO of a company, you know it can be difficult to identify and hire top sales talent. Although an intensive interview process can help you weed out unqualified applicants, you never really know how well a candidate is going to perform until a few weeks or even months into the job.

Hiring the right people can directly impact your company’s overall success and revenue.

Continue reading “Sales Hiring Questions to Hire Better Reps”

3 Times to Avoid Scripted Social Media

scripted social mediaFrom the time social media became a viable marketing channel, B2B companies have been looking for ways to automate social processes.  Although social media tools have made this easier—with features like post scheduling, conversation monitoring, and hashtag tracking—some aspects of social selling can’t be pre-planned.

Today we’re covering a topic that B2B marketers have disputed for years—scripted social media. If you’re not familiar, scripted social media is the process of using pre-written, well-vetted messaging as part of your corporate social media strategy. Continue reading “3 Times to Avoid Scripted Social Media”