Inside sales is a competitive field where professionals need to bring an incredible work ethic to the job each day. Unfortunately, some find that their habits, which include choice of equipment, can hurt their sales productivity and their careers. Here are 11 bad habits that every sales professional should focus on eliminating. Continue reading →
Insights on Social Selling from LinkedIn’s Survey of Sales Executives
“The world of business is going through a seismic shift in how we engage with our clients; therefore, there will be leaders and laggards throughout this evolution,” says Alexander Low, Head of Client Development, JLL. But what he is referring to? What’s this great change in how salespeople interact with their prospects? The answer is the same change that is revolutionizing all of our lives–the revolution is social networking–which in the business world, when it is used to find and nurture clients to maximize quality contacts, is called, “social selling.”Continue reading →
Buying the right product with the right license model avoids downstream hassles.
We’re fortunate to live in a time that has technology solutions for nearly everything. Out of soap? There’s an app for that. Need a ride home? There’s an app for that too. Today, technology helps us solve most of our problems, whether they are difficult or mundane.
But if we can send a vehicle to mars, why can’t we reliably get prospects on the phone when outbound dialing? The expectation of having a live conversation with a prospect has changed radically. Here’s why: For decades, the telephone was the single most useful tool for sales. As telephones became a ubiquitous object on every desk, they became mundane and lost their “#1 useful tool” status. Continue reading →
Your company invested in Sales Development Reps (SDRs) because they can reach hard-to-find decision makers sooner and grow the customer base quickly. This growth is notable because a prospect that is found via outbound calls, is much less competitive than a prospect that has filled out a form looking for similar offerings on other sites.
From a sales position comparison, SDRs are not as costly as other sales individuals to employ, but they are a considerable expense. If you have SDRs making outbound calls for sales leads, you want them performing outbound dialing very efficiently, but more importantly, you want SDRs to have many sales conversations and to set lots of meetings. Continue reading →
For the last five years, inbound marketing has been in the limelight because it’s aligned with the “Content is King” theory. Operating as part of a CRM system/process, inbound marketing delivers a valuable and steady stream of information to prospects in order to monitor engagement and predict the most opportune time to call. Continue reading →
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 →