Have 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If you answered yes to the questions above, your sales process may be out of date.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 Continue reading “6 Outdated Sales Techniques Hurting Productivity”
Sales 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]”
There’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”
Sales prospecting—a common source of misery for most sales reps—is a critical aspect of selling for nearly all businesses. Whether you’re brand new to sales or just looking for a refresher, today’s post will take you back to the basics of sales prospecting. Continue reading “6 Best Practices to Improve Your B2B Prospecting”