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 […]
How effective is your sales coaching? When is the last time you asked yourself this question? It goes without saying, sales coaching is important. Sales coaching differs from sales training in that it is the […]
Cold calling is the hardest thing a salesperson or SDR is asked to do, and for many, it is expected to take up 70% of their time on the job. The result? 42% of reps […]
It’s another Monday morning, and you find yourself surrounded by yawning colleagues, open laptops, and Starbucks disposable cups in the conference room while your sales manager drones on with the latest numbers and pipeline update. […]
Some advice just doesn’t work. New parents can relate – they constantly receive unsolicited advice, often based on old wives tales, on parenting from friends, family members, even random people in the grocery store. Smokers […]
Sales is an ever-changing profession. Before the internet became mainstream, customers relied on companies and their sales reps to provide product information. Today, 74% of business buyers conduct more than half of their research online […]
Storytelling works in sales because humans experience life as one big story. Scholars like Walter Fischer, a USC professor and researcher, have been have been studying how we interpret our experiences and how that affects […]
Sales Jargon Causes Confusion Every industry is flooded with trendy terms and flashy acronyms. Influencers and marketers coin these terms to make things sound new and exciting, increase perceived importance, and capture attention. In our […]
If you’re like me, you view every new year as an opportunity to hone your skills and get better at what you do. Whether you are just starting out as a salesperson (I remember those […]
