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.

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.

Every day, our sales team hears why potential customers don't need to use sales dialing or sales dialer 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.

“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.

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.

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.

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

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.