The most powerful tool a sales manager can have is data, but it is often their biggest liability. Quality sales data allows managers to accurately predict, forecast, and develop sales strategies to ensure reps are successful and meet their goals. The problem is the information is often not trustworthy because salespeople do not have the […]
In sales, the discovery phase involves smart questions and active listening skills. Any sales training will mention both. However, it is possible to ask questions and use sales listening skills without real empathy. Consider the data from a HubSpot Research study of B2B buyers and sellers: The #1 buyer expectation (69%) is a sales rep […]
There are many professions that review footage of themselves during practice or after competitions. Professional athletes review game footage, musicians listen to recordings of themselves, actors re-watch their reels, pilots check their simulations… the list goes on and on. As a sales rep, you should do the same thing every single time you lose a […]
It’s easy to rely on “show and tell” when communicating with prospects, especially when reps are following a tried and tested sales process. When it comes to SaaS products for instance, a demo could involve a screen share where a rep jumps right into showing off the product by highlighting its main features. But what […]
Still only coaching your team to their pipeline? If so, you’re missing out on the benefits of consistent sales coaching. It’s not unusual for lead and opportunity coaching to be confused with a complete coaching program. Sales pipeline reviews are not the same as 1-on-1’s. What’s the difference between the two and why does it […]
The Best Response Time Wins A recent experiment revealed that only 42% of B2B companies responded to leads within 5 days (yes, you read that right — days). What’s even more shocking is the fact that the other 58% never bothered to respond. Given the fact that B2B marketers are projected to spend over $4.6 […]
It’s the second month of the third quarter. Some sales teams are scrambling at this point, increasingly worried they won’t make annual quotas. Regardless if your team is on pace to hit their targets, or not, it’s a great time to review the first half. How do you stay on track or make adjustments to […]
Outsourcing appointment setting to a service, instead of using your SDR team, has its challenges. Sales development is very different from appointment setting. With claims that the service will set up so many appointments that your sales team will beg them to stop, it may sound like your sales will go through the roof. It […]
Outsourcing part of the sales development role to an agent-assisted dialing service may not be as advantageous as expected. Not all software and technology are a good fit for all businesses. It depends on the sales cycle and the type of product being sold. With claims of 125 dials and 7-10 conversations per rep per […]
Don’t you hate it when you answer the phone and there’s a long pause before someone on the other end speaks? Not only is it confusing, but the lengthy silence followed by a rep launching into a scripted dialogue can be quite irritating and impersonal. This is a common occurrence when sales teams use predictive […]
In a previous post, we looked at the various use cases for SMS in the sales process. But even though communicating with prospects or customers via text has become more prevalent, it still makes people nervous. For some, texting can be a highly personal method of communication. But for others, they may liken it to […]
The very first text message was sent in December of 1992. Since then, SMS has steadily become ingrained in our daily lives. On average, Americans actually send five times more SMS messages than phone calls each day. Furthermore, 95 percent of Americans now own mobile phones. Of those, 81 percent use text messaging regularly. We […]