Auto racing is a great analogy for a sales team. Many companies try to make repairs (or changes) to the sale team while they are performing daily calls. It’s akin to tuning a race car while it’s speeding down the track at 225 MPH. Needless to say, in order to tune the car, it has to go into the pit. Unfortunately with sales teams, coming to a full stop is hardly an option.
However, when some companies come to a full stop (pit time!), they miss fine tuning the lead nurturing process. This issue is amplified at small and mid-size organizations as they don’t have enough data in lead management systems to identify and address the proper issues. A good CRM system with carefully captured conversations data adds the right tools to find and fix problems. Continue reading
by: Patrick Morrissey, Sales Manager, ConnectLeader
I’m sure many of us have unsuspectingly picked up the phone only to be ambushed by a fast-talking sales pitch. Despite making our best effort to extend professional courtesy, we simply don’t have time to listen to a sales pitch most of the time. The result is that we will typically do our best to end the call as quickly as possible so we can get back to work. Whether we are “in a meeting,” “late for our next meeting” or we simply choose to hang up, we will rarely feel any guilt about our narrow escape. We need to get back to work and the person on the other end of the line does not seem concerned about our time. So why should we feel any guilt about ending the call? Otherwise, we are stuck on the call waiting until the salesperson unwinds, often making a sales pitch that has nothing to do with us, our problems or our role within the company. Continue reading
Know the Difference Between Coaching & Managing
In order to be a great leader you have to understand the difference between managing and coaching. Every salesperson has, to some degree, a desire to succeed, productivity levels to achieve this success and the competencies to achieve goals. But often times, sales managers confuse these terms at the peril of their forecast. Here’s a breakdown of the issues: Continue reading
by: Patrick Morrissey, Sales Manager, ConnectLeader
What’s the best comeback for an objection during the lead nurturing process? None! But there are ways to effectively address them.
There is a lot of great information on tips and best practices regarding handling objections in a lead nurturing process. Many of these techniques can be highly effective in addressing the objection and helping the customer to see the big picture. However, a main problem is that customers have probably encountered a lot of these sales lead generation practices before. Continue reading
Many sales teams utilize full-cycle inside sales reps who are responsible for the entire customer cycle from prospecting to close to renewal. This type of sales structure has its pros and cons.
I believe that one of the key components to sales success is to resist bashing the competition.
Throughout my career in software sales, I have observed many of my colleagues take an aggressive stance toward the competition when talking with customers and prospects. I’m sure many of us have encountered the slick sounding salesperson who can immediately rattle off a list of reasons why the customer can avoid doom and destruction by staying away from our competitors. While this may look and sound impressive, I have rarely seen it work out well for my colleagues, or for me. Instead, I have seen those salespeople who have a more evenhanded approach toward the competition have much more success building rapport and having an open dialogue with the customer.
Outlined below are some of my top 6 reasons why I recommend for not bashing the competition. Continue reading
Editor’s Note: We’re pleased to welcome Chris Haig as a new blog author. Chris has 20+ years of software sales experience and we’re pleased he’s going to share his knowledge and insights about avoiding sales burnout and other B2B sales topics.
After twenty years of selling software and IT products, the one thing that’s been getting harder year after year is the one thing you can’t avoid in sales. You have to get people on the phone to have discussions. No matter how many articles people post about how ‘cold calling is dead’, it’s simply not – no way, no how. Why else would the big trend be to move to Inside Sales teams and Business Development Rep models? The trends don’t lie. E-mail and website tools also have their place, but anyone who’s been in Sales for a while knows you can’t hit those magic numbers waiting for leads to come to you. It just doesn’t work that way. Two to three percent responses from e-mail campaigns won’t do it either. Those inside sales teams and BDR’s are not just servicing incoming inquiries (in most cases). Continue reading
6 tips on how B2B inside sales people can have more effective cold calls by slowing down.
Cold Call Approach 1
I’m sure that many of us have picked up the phone to hear something like this:
“Hi Pat, this is Bill Smith, with Techno-Widgets, we help small to medium size enterprises optimize server performance for Cloud, Big Data, virtualization and the Internet of Things. We have helped hundreds of organizations just like yours attain 500% ROI and…” (I didn’t hear the rest of the pitch because I hung up.) Continue reading