On sales calls, especially those that involve a competitor or require selling into a noisy space, one of the best ways to stand out is market differentiation. Market differentiation is a method through which a […]
Whether you’re a top sales performer or striving to be one, you’ve got to keep learning to be your best. Reading books, blogs, and news articles, following thought leaders and researchers online, watching educational videos […]
In B2B sales, exceptional verbal communication skills are absolutely imperative. Why? Because phone calls are what move deals forward. As we have all experienced, it can take numerous emails back and forth to qualify a […]
In TOPO’s 2019 Sales Development Benchmark report, 88 percent of the participants cited outbound sales development representatives as essential to their success. Since outbound reps typically perform prospecting, it is therefore essential that your reps […]
Four of the most common terms you will hear anywhere in sales are prospect, lead, contact, and opportunity. Sometimes they are used interchangeably, but each has their own distinct meaning that directly refers to the […]
The onboarding of sales development representatives (SDRs) is one of the most challenging, and sometimes underserviced parts of a business. Sales development roles are commonly treated as entry-level positions. SDRs are given as little as […]
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 […]
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 […]
There are many ways to define a “good” sales rep. It’s common to measure their value with factors like experience, performance record, prior companies, and network. There are also unquantifiable factors like personality, drive, character, […]
Cold calling is undoubtedly challenging. You must master an array of skills like a natural sounding tone and sales script. You need to learn objection responses, develop product knowledge, and learn proper pre-call research. All […]
Who doesn’t want to schedule more meetings from their cold calls? Your performance on cold calls can be the difference between hitting your goals or falling short of your target. You can work as best […]
Just because a lead has been qualified, it doesn’t mean they are going to become a customer. Although it varies by industry, research has shown that only 20-30% of sales qualified leads (SQLs) close. That […]
