As sales reps and sales teams, you understand the importance of sales prospecting and the need for cold calling. You know that at the beginning of the sales cycle, you must make lots of phone calls to people you don’t know. Whether you are selling a product or service, you must reach out to potential customers and engage them in a sales process that eventually results in a sale.

The Sales Trend

Solutions that help sequence touches between prospects, or cadences, have recently taken the market by storm. These tools allow sales teams to more effectively reach out to prospects by providing the ability to set up, manage, and execute a discrete set of sales activities over a period of days, weeks, and even months.

Making a living as a sales executive isn't easy. It's a high-pressure, sales goal-focused, make-or-break field. On the other hand, for those who are driven to set and exceed their personal goals, it offers the single best way to reap financial rewards that other positions lack.

Recently, our CEO Senraj Soundar’s blog post “The Importance of Sales Automation For Your Business” was featured on DemandZEN’s blog. In his article, he discussed the value of sales automation tools and how this software saves sales teams time.

You might think that all salespeople dislike having to overcome sales objections. But experienced salespeople welcome objections. Most objections are fairly predictable and can turned into opportunities to increase your prospect's engagement. If you encounter surprising or really tough objections, you can still use them as a way to improve your relationship with your prospect. Stop fearing sales objections, and learn to use them to your advantage.

Few experienced sales managers will say that hiring and retaining successful salespeople is easy. Statistics back this up. For instance, Harvard Business Review estimated that most organizations suffer an average yearly turnover rate of salespeople that falls between 25 to 30 percent. In fact, many companies spend more to recruit and hire sales talent than they spend on hiring for any other departments. High turnover hurts budgets because of lost productivity and replacement costs.

It’s almost 2018, and if you’re still using cold calling scripts on your sales calls you’re behind the times. Selling is not about sticking to a script and making repetitive claims. It’s about relationship building and having meaningful conversations with prospects. In this blog post, I’ll discuss what makes a sales conversation a good sales conversation.

Every profession has its own lingo, and you may naturally use and hear certain jargon during your typical work day. Some of these words and phrases can set off unconscious (or conscious) red flags in the minds of your prospects. 

Savvy sales representation is often the difference in a company flourishing and failing. Your reps don't have to be perfect to succeed. With the right attitude and tools, nearly everyone seeking a career in sales can succeed. There are certain qualities that a sales rep needs to develop to become truly great. Some are developed over time, and others are already there as part of the person's makeup.

As most VPs of Sales and Chief Revenue Officers know, the mortality rate of those who take on ownership of meeting an organization’s top line revenue is quite high. The job security of a VP of Sales is often determined by whether they made the number for the last quarter.