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.

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6 Outdated Sales Techniques That Hurt Your Productivity

outdated sales techniquesHave you ever felt your productivity slipping, despite the fact that you’re putting in the same amount of effort you always have?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If you answered yes to the questions above, your sales process may be out of date.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.

Keep reading for our top six outdated sales techniques, and learn how to remove them from your workflow and boost your day-to-day productivity. Continue reading “6 Outdated Sales Techniques That Hurt Your Productivity”

The Sales Rep’s Guide to Prospect Research

prospect researchAbraham Lincoln once said, “Give me six hours to chop down a tree and I will spend the first four sharpening the axe.” The sentiment here is clear: Task preparation is just as important as task execution. To achieve success in the B2B sales world, this is a rule you must live by.

Consider this: only 13% of buyers feel like salespeople understand their needs (source). Now, if you’re a sales rep, this statistic might leave you scratching your head.  Why do so many buyers feel misunderstood? And, how can you remedy this issue? Continue reading “The Sales Rep’s Guide to Prospect Research”

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.

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12 B2B Sales Questions to Close Deals Faster

b2b salesWhen it comes to B2B sales calls, the primary goal of the sales rep is to extract valuable information from the other person on the line.   If you’re a seasoned sales professional, you already know the best way to get information is to ask smart questions. But this is often easier said than done.

Good questions and the answers they produce can make a huge difference in your ability to close a deal.  So keep reading as we provide you with our top 12 questions to close deals faster. Continue reading “12 B2B Sales Questions to Close Deals Faster”

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”