Like many B2B companies, you’ve been running a disciplined account based sales and marketing program. To get there, you invested countless hours analyzing product market fit across industries, segments and individual companies. You relentlessly tested messaging across digital channels, SDR outreach initiatives and events, having little reason to doubt your conclusions. After all, recent headlines […]

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 particular product or service is made to be distinguishable from others in a desirable manner so that it appears superior […]

Your sales pipeline is the fuel line that powers your sales process and turns leads into revenue. A pipeline typically consists of stages that sales prospects advance through as they become a customer. Beginning with your marketing team, your sales pipeline delivers contacts from your marketing team to sales development reps, who turn them into […]

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 sales process. So what exactly is a lead, a prospect, contact, and an opportunity? What do the terms mean, how […]

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 […]

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 […]

Less than a decade ago, field sales teams were still norm. But the rise of technological advancements has led to a massive growth of inside sales teams. So much that inside sales recruiting now outpaces that of outside sales (learn the difference between inside sales and outside sales.) Now, rather than geographically spread teams of […]

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 of this adds up in a way that makes 48% of business-to-business salespeople afraid of making cold calls. It takes […]

Do you wish you had more time each month to hit your targets? Most Sales Development Reps (SDRs) would agree that time is one of their biggest challenges. According to Ralph Barsi, two of the five barriers that block reps from hitting sales quotas are lack of focus and inactivity. It’s not surprising with the […]

In their 2018 buyer preferences study, CSO Insights found that salespeople ranked ninth out of the top ten ways buyers prefer to solve their business problems. “Vendor salespeople” placed below websites, peers, social networking groups, and web searches. In fact, only 23 percent of buyers named salespeople as one of their top three resources. This […]

As a sales rep, you sell more than a product, or a band-aid, you sell a positive change – a future state. You sell the idea that your prospect’s problems will disappear and their life will transform and improve as a result of their purchase. The same principle applies whether you are selling a car, […]