Sales is a Love Affair: How to Target, Engage & Score [infographic]

valentines day infographicSuccessful sales professionals know exactly who to target, how to engage with them, and most importantly, how to close the deal. They build deep connections with their prospects by initiative relevant conversations and sending targeted content. This in turn develops into a trusting relationship.

So just in time for Valentine’s Day-a day spent celebrating relationships, we give you the following infographic: Sales is a Love Affair: How to Target, Engage, and Score.

Continue reading “Sales is a Love Affair: How to Target, Engage & Score [infographic]”

6 Outdated Sales Techniques Hurting Productivity

outdated sales techniquesHave you ever felt your productivity slipping, despite the fact that you’re putting in the same amount of effort you always have?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If you answered yes to the questions above, your sales process may be out of date.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 Continue reading “6 Outdated Sales Techniques Hurting Productivity”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 A 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 A 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”

4 Foolproof Ways to Beat Price Objections

price objectionsAs a B2B sales rep, you already know objections are an unavoidable part of your job.  Yet, as we explained in a recent blog post, there are many tips and tricks sales reps can use to bypass common objections during the sales cycle.

Research shows price objections are the number one objection sales rep face—but half of all price objections are phony (source). Most of the time, when a prospect says, “I can’t afford it,” they’re not usually talking about price at all. They’re really saying, “You haven’t demonstrated the value of your product and therefore, I’m not ready to spend my money on it.”   Continue reading “4 Foolproof Ways to Beat Price Objections”

3 Ways to Set Prospect Expectations During the Sales Process

b2b salesSales professionals have always been focused on closing the deal, and who wouldn’t be with a quota to hit? But since social media and review sites are among the first places prospects visit when looking for a solution to their problem, sales professionals need to shift some of their focus to customer success. This has become a critical part of the sales process now that buyers have the ability to publicly criticize poor service or product quality. Continue reading “3 Ways to Set Prospect Expectations During the Sales Process”

How to Plan, Target, Execute, Debrief & WIN

Veterans Day is a powerful holiday that honors all those who have served in the United States Armed Forces. It is a time to reflect on our fellow Americans’ bravery, dedication and sacrifice – traits that are highly valued in the workplace.

With this in mind, we’d like to share key takeaways from Patrick “Lips” Houlahan’s session at AA-ISP UNITE. Houlahan is a former Marine A10 and F/A 18 “Top Gun” fighter pilot, who now works for Afterburner, a company that applies military precision to corporate team building & leadership development training. Continue reading “How to Plan, Target, Execute, Debrief & WIN”

3 Ways to Use the Phone for B2B Sales Success

How many conversations does it take to turn a qualified prospect into a customer? Ask any B2B sales professional this question, and they’ll tell you a different number based on their personal experience.

Of course, some sales cycles will naturally be longer than others. But before you can even talk about closing the deal, you need to get the right people on the phone. And this is where sales reps tend to run into roadblocks, from wrong numbers to gatekeepers. Continue reading “3 Ways to Use the Phone for B2B Sales Success”

The Five Whys of Sales Development

On September 12th-13th, ZoomInfo hosted a group of nationally recognized speakers to discuss all things sales and marketing at our first annual Growth Acceleration Summit. From ABM strategies to sales and marketing alignment to effective lead generation strategies, we covered it all.

Trish Bertuzzi, President and Chief Strategist of The Bridge Group, was one of our speakers.

Here’s some insight into what she brought to the table in September: Continue reading “The Five Whys of Sales Development”