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What Is Prospecting? A Guide For Qualifying More Leads

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.

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ConnectLeader and Salesforce Maximize Value of Sales Cadence Process

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.

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Sales Call Planning Best Practices

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.

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Value of Sales Automation Tools: Hear From ConnectLeader’s CEO

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.

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Overcoming Sales Objections For Better Results

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.

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Must-Have Traits For Hiring Successful Salespeople

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.

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Ditch The Cold Calling Scripts: Having Conversations That Actually Sell

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.

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Worst Business Jargon You Could Possibly Use: Phrases to Avoid in Sales

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. 

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Qualities of a Successful Sales Representative

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.

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Five Ways a Sales VP or Chief Revenue Officer Can Get Fired

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.

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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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