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7 Top Discovery Questions to Ask on Cold Calls

At least once a month, if not once a week, I’ll go onto LinkedIn and see someone post that “cold calling is dead”, without any real data to back it up besides that it doesn’t work for them.

Read that last line again. Cold calling doesn’t work for them.

That doesn’t mean it’s dead. It just means that they don’t know how to ask the right questions on cold calls, or they don’t have the sales engagement technology to make cold calls work effectively.

Read on to learn why cold calls are alive and well and the right sales discovery questions to ask when you’re making a cold call.

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4 Proven Strategies to Drive B2B Sales Productivity

By Ariana Shannon, Creative Director & Marketing Manager of SalesIntel

Sales effectiveness relates to your ability to use sales resources to reach your sales goals or convert leads into customers. On the other hand, sales efficiency is how prudently you allocate the resources and how fast you win sales while still generating a high ROI.

If your sales team increases their sales effectiveness and sales efficiency, it wouldn’t be difficult for them to achieve their productivity targets. Speaking of sales productivity, it is the direct result of sales effectiveness and sales efficiency. It’s basically the output your sales team is expected to produce within the budget and timeframe allotted to them.

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The 14 Top Data Providers for B2B Sales Teams

Here at ConnectLeader, our customers increase their revenue every day by using our multi-channel sales engagement platform to make more phone calls, have more conversations, and send more emails. But our platform provides the greatest success when your B2B sales team has top-quality data.

Think about it. If your team is using dated, old, or incorrect data, they can send multiple emails and make a lot of dials in their sales outreach, but they’re not going to have any conversations except for “Sorry I have the wrong number”. Is that really how you want your sales reps to spend their time? Doubtful.

When your sales team is using accurate contact data, they will benefit from being able to target the right people at the right companies for their Ideal Customer Profiles (ICPs) through account-based sales; uncover new connections; send personalized messages based on gleaned information; and stop wasting their time on the busywork of dialing wrong numbers and updating CRMs with that information.

Read on to learn about these data providers (listed in alphabetical order) that top B2B sales teams are using and understand the differences between them. You’ll understand how to compare SalesIntel vs. ZoomInfo; InsideView vs. Uplead; and Clearbit with Seamless, for example.

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7 Ground Rules for Sales Call Coaching

By Steve Richard, Chief Evangelist & Co-Founder of ExecVision

My mission and life’s work is to help as many sales professionals as possible become wildly successful.  In 10 years as a sales trainer, I’ve observed one thing:

Top sales reps have created good conversation habits in the course of their careers.

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7 B2B Sales Strategies to be a Prospecting Superstar

As a sales manager or sales rep, you’ve surely heard broad statements like “Cold calling is dead” or “Cold emails don’t work”. The problem with statements like that is that they’re wrong and usually based on one person’s attempts that didn’t work for them. They do work for the right people who have the right strategies and use the right tools.

Cold calling is alive and well.

Cold emails work.

And when you put the two together as part of your multi-channel sales outreach for Addressable Market Coverage, well, that’s the recipe for sales success.

Read on to learn the changes you need to make to your B2B sales engagement for prospecting success and get ready to rock your conversions.

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What is Addressable Market Coverage?

When you hear the acronym AMC, what do you think of? The movie theater chain? The cable TV station? Here at ConnectLeader, our Director of Inside Sales, Joe Cronin, has coined a new B2B sales and marketing phrase for AMC and you’re one of the first to know about it. Ready?

Addressable Market Coverage.

Read on to learn just what Addressable Market Coverage is and why it’s so important for your sales team.

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What's in a Successful Sales Pitch?

Do your sales reps deal with hang ups on almost every cold call they make? Are they complaining that they aren’t setting enough meetings to meet their quotas? Are you wondering what you can do to help them succeed and keep your revenue strong instead of firing them and hiring new reps? Read on to learn the components of a successful sales hook or pitch that makes the difference between a brush-off and getting that meeting.

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Selling in Real Time: Is it a Lost Art?

The role of sales outreach for lead generation has evolved significantly since I first entered the high-tech industry as a selling and marketing professional. Now, as a seasoned consultant with a strategic perspective focused on driving quality sales pipeline, I see that there is no denying the effect of disruptive change. Read on to learn how the pandemic has accelerated the trend of using remote selling teams to develop leads and sales opportunities and why salespeople need to embrace the art of live selling.

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6 Questions to Ask Your Vendor about TCPA Compliance

The Telephone Consumer Protection Act (TCPA) is changing the way companies dial, and with good reason considering that the number of TCPA cases has increased tenfold in the past decade according to WebRecon with 351 cases in 2010 to 3,267 in 2019.

During a recent webinar, we asked Paul Gipson, Director Marketing Compliance Services at CompliancePoint, for the questions companies need to ask their vendors about TCPA compliance. Read on for his take on what you need to ask your vendors about TCPA compliance.

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What is a Sales Dialer?

What a sales dialer is might sound like an easy enough question at first glance. It’s a piece of technology or device you use to place sales calls, right? Yes, that’s the definition of a sales dialer, but there’s more that goes into it than that. Before you choose a sales dialing vendor, read on to learn about the different types of sales dialers and why those distinctions are so important.

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About the ConnectLeader B2B Sales Blog

The ConnectLeader B2B Sales blog is written to share productivity tips, tools, news, and other information relevant to managers and senior executives interested in B2B sales productivity, demand gen, inside sales, sales operations, and business development issues.

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