6 Outdated Sales Techniques Hurting Productivity

outdated sales techniquesHave you ever felt your productivity slipping, despite the fact that you’re putting in the same amount of effort you always have?  Have you ever wondered, “If I’m working as hard as before, why I am accomplishing less?”

If you answered yes to the questions above, your sales process may be out of date. Strategies that worked five years ago just aren’t as effective now—and if you don’t abandon your bad habits, your sales productivity will suffer. Continue reading “6 Outdated Sales Techniques Hurting Productivity”

Beating Your Prospect’s Defense [Infographic]

beating a prospects defenseSales and football have a lot in common. If you’re among the many readers who just rolled their eyes—hear me out! Both activities are games of strategy and neither your reps nor your team will win big without the right resources.  Among other factors, both require a good coach, lots of practice, a sense of urgency, the drive to win, incredible focus, and insight into the competition. I could continue, but I’ll do us both a favor and leave it at that.

In both sales and football, there’s one major obstacle that stands in the way of winning—and that’s the other team’s defense.  In sales the other team your prospect and their defensive line is an objection to your sales pitch. Continue reading “Beating Your Prospect’s Defense [Infographic]”

How to Spend Less Time Leaving Voicemails

voicemailsThere’s no way around it – voicemails are not an enjoyable part of a salesperson’s job. Not only is it a tedious process, but it’s largely ineffective in terms of getting a response. Consider these statistics (source):

  • 80% of calls go to voicemail, and 90% of first time voicemails are never returned.
  • The average voicemail response rate is 4.8%.
  • 15% of the average sales rep’s time is spent leaving voicemails.

Continue reading “How to Spend Less Time Leaving Voicemails”