You don’t have to be in the B2B sales world to be familiar with the term “cold calling.” It’s a phrase that’s likely to elicit a negative response, whether you’re in the business world or an average citizen who has received one too many unsolicited calls.

Though just about everyone knows of cold calling as a concept, it has been given several different definitions and interpretations as a sales practice. So too has the alternative to cold calling – the predictably-titled “warm calling”. Continue reading “Cold Calling vs. Warm Calling: Is Cold Calling Dead?”

In a recent post, we explored the qualities that made someone an influencer. We also introduced you to some of our favorite B2B marketing influencers—including the socially-savvy Ann Handley, Joe Chernov, and Joe Pullizi, just to name a few.

However, the B2B marketing world isn’t the only industry boasting some big names in the social sphere. The B2B sales arena has a few social celebs of its own. Wondering who they are? Well, you’re in luck! In today’s post, we’ve compiled a list of the top sales influencers on our radar. Check them out! Continue reading “5 Must-Follow B2B Sales Influencers”

When 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 deals faster.  

Continue reading “12 B2B Sales Questions to Close Deals Faster”

Sales prospecting—a common source of misery for most sales reps—is a critical aspect of selling for nearly all businesses.  Prospecting uncovers potential buyers, fuels an organization’s sales pipeline, and provides important context to future sales conversations.

So, whether you’re brand new to sales or just looking for a refresher, today’s post will take you back to the basics of B2B sales prospecting.

Continue reading “6 Ways to Improve Your B2B Sales Prospecting”

Trust is the foundation of any successful deal. Think about it: you wouldn’t buy a car from a sketchy salesman or a house from a realtor you don’t trust. Why would your B2B sales prospects be any different?

In B2B sales, the quicker you build trust with your prospect, the more likely it is that you will close a deal. Yet, it’s easier said than done. In fact, only 3% of buyers trust sales reps (source). Continue reading “Building Trust in Sales: A Guide for Sales Professionals”

Product demos are anxiety-inducing for even the most experienced B2B sales reps. After all, a product demo is a critical part of the sales process. Think about it, a prospect uses the demo to learn whether or not your service is right for their needs.

A stellar product demo can quickly lead to a closed deal. But, on the flip side, an underwhelming demo can lead a potential customer to look elsewhere. But, sales reps can succeed more often than not if they take the proper approach to product demos.  Continue reading “The B2B Sales Rep’s Guide to the Perfect Product Demo”