If you’re a B2B sales manager who’s used to seeing your sales team in the office every day, moving to a working from home sales team can be quite an adjustment. Throw in training someone new and it could seem like chaos. So, what can you do to feel like you’re succeeding as a sales manager and keeping your team on track? Read on to learn top tips on how to effectively manage, coach, and train your work from home sales team.Continue reading
Every day, our sales team hears why potential customers don't need to use sales dialing software. Often, people confuse our product with call center software, a robo-dialer or auto-dialer, or lead generation services. Let’s talk instead about what we ARE and the reasons why your B2B sales team could use dialing software.Continue reading
“My budget is frozen.”
“We’re not spending right now. Check back with me in three to six months.”
Do these B2B sales objections of budget and timing sound familiar? Before the current pandemic, they were two of the most common phrases heard by sales reps, sales development reps, and business development reps. And now, in these uncertain times, they’re stated even more as companies are being charged to do more with less and have decided they’re not spending until they see how the economy is in a few months. So, how can you, as a sales manager, help your sales team even begin to respond to these objections? Read on to learn what to say when you hear a budget or timing (or both!) objection.
Here at ConnectLeader, we’re in week seven of working from home to follow the COVID-19 pandemic mandate of non-essential businesses to physically close. In that time, I’ve been talking to our customers to learn how working from home has been going for them and what changes have been made to their processes, if any, to work from home successfully and keep their sales teams effective. Read on to learn how six of our customers are handling working from home and their tips to help you increase the strength of your sales team while you’re working from home.Continue reading
So, you’ve convinced your finance team to sign off on new B2B sales software for your team. You can’t wait to get started because you’ve been sold on the increase in sales productivity and know this software will provide your sales reps, SDRs, and BDRs with the data and leads they need. Finance fast tracks it and the implementation goes smoothly, but wait… There seems to be a glitch in the implementation when your reps start using the system, calls to your sales guy (who used to pick up your calls instantly) are going straight to voicemail, and their support team isn’t answering emails nor voicemails. Read on to learn the four qualities you need to look for in a top-notch customer support team along with reviews about ConnectLeader’s customer support team straight from our customers on G2.Continue reading
One of the most common counterpoints our sales reps hear from potential customers is “We’re not interested in working at high velocity because we’re strategic and focused on targeted accounts.” This makes me think that the term “high velocity” may be confusing because high velocity goes hand in hand with strategic selling and prospecting. Read on to learn the definition of “high velocity” and why strategic sales managers who are focused on account-based prospecting SHOULD choose high velocity solutions.Continue reading
Still haven’t decided what sales and marketing conferences you’re going to attend in 2020? Here are three must-attend conferences you should consider. In fact, we feel so strongly about the strength of these conferences that we’re exhibiting at all three of them.Continue reading
SDRs. ABM. AI. SQL. CRM. Confused yet? Marketing and sales acronyms and terms can befuddle the best of us and appear to be their own language. Read on to understand the sales engagement world.Continue reading
Lead generation in the B2B landscape is changing with technology, new processes and the needs of global business. Savvy companies are modifying their strategies according to statistics, not a "gut feeling." There is more analysis available today than ever before; their value lies in how you will use them!
Let's take a look at the top 50 B2B prospect engagement stats for 2019 so that you can make informed decisions about how to move forward in your marketing and operations.Continue reading