All business people face increasing demands for time. Naturally, that means the people you are selling to don’t always want to be on the phone with you. However, if you can guarantee an enjoyable interaction each and every time you speak with your prospects, they will want to spend more and more time with you. […]
At their core, salespeople only want to sell. The best ones do this by genuinely helping customers by providing them with products and solutions that improve their lives. Salespeople also use technology to make their jobs easier. The tools, platforms, data, and capabilities that the modern salesperson has at their disposal stand to make them […]
Today’s business buyers are accustomed to personalized buying experiences. We all experience the convenience and speed of consumer transactions in our personal lives, and have come to expect it in the workplace as well. Salesforce found that 80% of customers say the experience a company provides is as important as its products and services. The […]
According to Marketo, 10.99% of sales referrals convert. The same research found that only 0.9% of regular sales prospects turn into customers. That’s a huge difference. One reason for this variance is likely due to the fact that only 3% of people consider salespeople to be trustworthy. Additionally, most buyers now research and select vendors […]
Call recording is an incredibly valuable tool for sales managers to leverage during sales coaching and training. It allows them to coach large teams at scale by granting them the ability to capture every call and be alerted when a specific situation or rep requires their attention. These calls can be stored in call libraries […]
Today’s sales environment is vastly different from what it was just a few years ago. Buyers, enabled by the internet, now do far more research prior to speaking with a salesperson and are more educated as a result. Buying committees are also larger, and now include an average of 6.8 or more stakeholders. This leaves […]
No matter how consistently you coach your reps or how well they’ve performed in the past, there are always times when sales teams struggle to hit their goals. This can be especially true at the end of a challenging quarter or year. Your reps may be giving it their all, but seem to be running […]
Sales reps typically acquire leads from marketing lists, online campaigns, research, social media, or old-fashioned cold calling. These often provide sufficient lead volume for team members to hit their targets. But, sometimes they just aren’t enough. Where can reps find more leads to meet or exceed their goals as the end of the month, quarter, […]
Hubspot found that the average sales close rate is between 15 and 27%, depending on the industry. With over 70% of deals falling through, everyone has plenty of lost or dropped sales opportunities in their CRM. These prospects fail to convert numerous reasons, from no decision, postponed, budget constraints, contact departure, to even a slow […]
Prospects do not want to be rushed through your buying process while feeling like just another number or box to check. When it comes down to it, buyers purchase from people they like and trust. In both B2C and B2B purchases, buyers develop emotional connections that influence their purchase decisions. To increase your chances of […]
Modern sales reps have more communication channels available to them than ever before. SMS messages, email, social media, even video all provide a conduit to engage with contacts. However even today, the phone still prevails as the most effective sales communication tool. The phone is still the only communication method through which sales reps can […]
Sales professionals have one of the most straightforward job descriptions out there: sell. However salespeople only spend a third of their time selling, and sales managers spend twice as much time on administrative items than they do coaching their sales teams. Modern salespeople battle two main opponents for their time, communication channels and sales tools. […]