The B2B Sales Rep’s Guide to Getting Past Gatekeepers

b2b salesSales reps often refer to receptionists, assistants, and phone operators as gatekeepers—and for good reason. These professionals have the job of screening calls, deciding what’s important, and ultimately, who gets through to their boss—the decision maker.

Essentially, gatekeepers hold the key to B2B sales success. If you can’t convince a gatekeeper you’re important, you can kiss that sale goodbye. If this is something you struggle with, have no fear. Today we uncover six methods to help you bypass gatekeepers and reach prospects faster. Keep reading!

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The B2B Sales Rep’s Guide to Facebook

facebookIt’s no secret that social selling can have a huge impact on a B2B organization’s bottom line. In fact, sales reps who leverage social selling are 79% more likely to attain their quota than those who do not (source).

However, as impressive as this looks, B2B sales reps have been slow to adopt social media as an important sales tool. One study reported only 31% of sales reps use social media in their day-to-day sales process (source). Continue reading “The B2B Sales Rep’s Guide to Facebook”

A B2B Sales Rep’s Guide to Selling to the C Level

selling to the c levelHave you ever tried to set up a meeting with a senior-level executive? If so, you know how tough it is to connect with busy executives who are never in their office, rarely answer their phones, and seldom reply to voicemail or e-mail.

To add insult to injury, executive-level assistants are trained to be gatekeepers. They are paid to protect the C-level from unnecessary interruptions— meaning, if you don’t reach your intended target directly, your message might never make it to them.

Thankfully, B2B sales expert Jill Konrath has solved this problem in her book SNAP Selling: Speed Up Sales and Win More Business with Today’s Frazzled Customers. 

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How to Make a Sales Team More Productive: A Guide for Marketers

how to make a sales team more productiveIt’s no secret, sales and marketing teams don’t always work well together. In fact, research shows that 53% of sales professionals are unhappy with the support they get from marketing (source). This disconnect between departments often happens when alignment between the two teams is less than stellar.

Sales and marketing alignment not only improves the relationship between departments, but it also boosts sales productivity and overall results. Consider these statistics (source): Continue reading “How to Make a Sales Team More Productive: A Guide for Marketers”

15 Indispensable Company Research Tools for B2B Sales Reps

Company research

In the world of B2B sales, company research is a critical aspect of any successful rep’s daily duties. In fact, access to the right research tools and information can make or break your ability to identify target accounts, personalize a sales pitch, and ultimately, close deals.

As a B2B sales rep, the more you know about a prospect and their company, the easier it is to sell to them. For this reason, we’ve put together the ultimate list of company research tools for sales reps. On this list, you’ll find a variety of tools, both paid and free, to add to your existing technology stack. Let’s get into it!

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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”

The Sales Manager’s Guide to Better One-on-Ones

sales one-on-oneIn today’s sales environment, the role of the B2B sales manager has become more complex than ever before. From generating leads to forecasting to reporting— the modern sales manager is expected to juggle a variety of responsibilities that play a significant role in the success of an organization. Simply put, sales managers are the conductors of an organization’s revenue engine.

However, with such a heavy focus on big-picture items like hitting sales targets and growing revenue, it’s not uncommon for smaller – yet equally crucial – responsibilities, to fall to the wayside. The reason for this is simple: With the constant pressure to hit quota, it’s hard to justify any activity that doesn’t directly contribute to the bottom line. Continue reading “The Sales Manager’s Guide to Better One-on-Ones”

What Sales Reps Must Know About Marketing Automation

marketing automationMarketing automation has become an increasingly effective tool in today’s technology-driven business landscape. In fact, studies show that the use of a marketing automation platform produces, on average, 60% revenue growth for B2B businesses (source). While its name implies marketing automation is strictly for marketers, sales teams can also use marketing automation to boost productivity and efficiency.

Unfortunately, many sales reps are still in the dark when it comes to marketing automation and it’s easy to see why. Sales reps are constantly busy selling, so they don’t often have the time or reason to look into tools primarily used for marketing purposes. Continue reading “What Sales Reps Must Know About Marketing Automation”

Your Guide to Personalized Marketing [Infographic]

personalized marketing infographicIn the modern marketing landscape, personalized marketing has quickly become the gold standard. Here’s why: Prospects and customers have access to a wide variety of content online and as a result, companies must take extra steps to make sure their content is seen first.

Personalized marketing content is inherently more engaging, more relatable, and ultimately, more successful than other types of content. For this reason, the experts at ZoomInfo put together the following infographic. Continue reading “Your Guide to Personalized Marketing [Infographic]”