Identifying and reaching the right decision maker is the key to effective outbound sales. Here are twenty outbound sales techniques to ensure you’re connecting with the right people at the right time:Continue reading
It’s 2019. We know that Sales Managers, and by extension their salespeople, need the right technology at their fingertips in order to do their job efficiently. The trick, however, is understanding exactly what those tools are. Simply search the Internet for five minutes and you’ll be able to find thousands of tools, all of which promise to improve revenue and provide a positive return on investment.Continue reading
At their recent Dreamforce show, Salesforce rolled out a Sales Cloud upgrade called High Velocity Sales which helps “identify the best leads, eliminate busy work and boost pipeline.” High Velocity Sales adds customized sequences for sales teams which incorporate best practice sales cadences within Salesforce. Features include email and phone sequences, templates, and call scripts.Continue reading
Email marketing is just as powerful as its ever been. If your company isn’t still fully focused on finding ways to deliver emails effectively, you’re not going to get the results you need.Continue reading
My career began as a tele-support rep for an insurance agency automation system. Our role was to quickly return calls from customers and help resolve their system problems. Speed was paramount with emergency calls placed at the top of the queue. Because inbound calls were categorized with brief descriptions and codes, we also gave priority to problems that could be quickly resolved (while it was good for our quotas, there was also no reason to make customers wait an hour for a two-minute fix).Continue reading
Outbound phone sales are one of the most effective tools you have at your disposal. In fact, a study of salespeople found that almost half of them believed that the telephone was their single most valuable tool. Given its incredible value, it makes sense that you need to dedicate resources to making their time spent on the phone as efficient as possible.
The concept of multi-touch sales development has been around for a long time. It primarily refers to the idea that multiple “touches” (contacts via email, phone, the internet and other means) will ultimately result in more sales opportunities.
“Cadence” refers to the number, sequence and timing of various touches. Maintaining this cadence manually is virtually impossible and would require far too much of a sales person’s time.
When you develop a plan to strengthen sales engagement, you end up improving a lot more. Here's how to make a plan that works for you and your business!Continue reading
Sales cadence is the process of systematically touching a sales suspect or prospect on a regular basis. Sales cadence email and salesforce sales cadence, of course refers to the process of contacting suspects via email as part of a sales cadence plan and a sales cadence call is one of the calls in the process.Continue reading