In order to be successful, sales reps need to engage their leads at every stage of the funnel. But first, they need to identify the right contacts and get them on the phone. Simple, right? Continue reading “4 Problems B2B Sales Reps Face & How to Solve Them”
ZoomInfo is sponsoring Sales Velocity 2015 in Denver, CO on June 16.
Have you registered for ConnectAndSell’s Sales Velocity 2015? We’ll be there, along with all levels of sales and marketing professionals. Join us for more information on how to empower your organization with technology. Continue reading “Learn What’s Possible With Technology At Sales Velocity 2015”
Sales prospecting is not easy. Just ask any sales rep, and they’ll tell you how many times they had to call or email a prospect to reach them. And of course simply reaching them via email or phone doesn’t guarantee a sale. So, how can you improve your sales prospecting efforts to ensure you reach your contact on the first attempt? Continue reading “5 Ways to Improve Your Sales Prospecting”
“There’s not enough time…I’m too busy.” Sound familiar? Time management is often difficult for B2B sales reps. In a typical day, sales people have to divide their time between emails, administrative work, aligning with marketing, researching leads, and of course, making phone calls. However, there’s no need to feel overwhelmed.
Sales reps are tasked with establishing relationships with prospects and proving the worth of their product or solution to eventually close the deal. The job of a sales rep requires a lot of communication through phone calls, emails, and demos. Regardless of how long you’ve been working in sales, you can still accidentally say the wrong thing, which can cause a big problem.
In today’s world, prospects expect sales reps to know about their background and company starting from the first conversation. As a sales rep, you should never start a conversation mispronouncing a prospect’s name or send an email spelling it wrong. Asking what their company does is also a huge no-no. Before you pick up the phone or hit send on an email, do your research. You need to know who these people are, what they do, if they’re a decision maker, and as much information about their company that you can gather. Knowing specifics about your prospects allows you to further target your message and sales pitch to their exact needs.
The importance of a sales voicemail
You found a highly qualified lead, pick up the phone and dial their phone number, but get their voicemail. Should you hang up the phone and try back later? No. What you should do is leave a voicemail. A voicemail is a great way to introduce yourself and your company and create curiosity around your product or service.
Use the steps below to leave the perfect first sales voicemail
As a sales rep, hearing, “I don’t have time right now,” “Contact me later,” and “I’m not interested,” isn’t uncommon. There are many possible reasons your contacts don’t want to have a conversation with you.
Check out some of the possibilities below to find out how you can keep your leads on the phone and improve your sales performance:
You’re talking to the wrong person at the company
Mark Ruthfield, Vice President of Sales at ZoomInfo, recently presented at AA-ISP’s Inside Sales Frontline conference. In his presentation he explained how you can operationalize your inside sales game to drive results.
You can view the presentation below:
As a B2B sales person, you know how difficult cold calling can be. Everyone calls you a telemarketer. They think you’re trying to trap them in a contract, right? Wrong! The truth is if you’re calling the right people with a message that’s relevant to them they’ll see value in what you offer and will even be glad that you called.