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How to Manage Your Work from Home Sales Team


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.

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7 Reasons Your Team Needs Sales Dialing Software


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.

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How to Counter Sales Objections of Budget and Timing


“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.

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Remote Coach: Help Your Sales Team Be Their Best


As a sales manager, you need to work with, train, and be a coach for your sales team, including your inside sales reps (ISRs), sales development reps (SDRs), and business development reps (BDRs). Sure, the best scenario would be to work with them in person by sitting in their cube and being on calls with them, but that’s not always doable, especially now with most employees working from home. Read on to learn how you can coach your team from wherever you are, even in real-time, and how to trust your team to work from home.

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B2B Video Sales Meetings in the Time of Coronavirus


You can’t turn on the news, or even scroll through Twitter or LinkedIn, without hearing about Coronavirus Disease 2019 (COVID-19), which is more commonly known as “Coronavirus”. Conferences are being cancelled or turned into virtual events; companies are making sure their employees have the technology and capability to work from home in the event of a quarantine; and recruiters and others are pondering what they should do instead of shaking hands.

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B2B Sales Texts: 8 Tips on What to Do and NOT Do


Look at the texts on your phone. Do you see a lot of texts from businesses? As I scroll down, I see texts from CVS MinuteClinic confirming a visit (which showed my son had the flu); different software companies sending two-factor authorization verification codes; a car dealership; movie theaters sending along my tickets to see “Underwater” and “Birds of Prey” (both great films); and many more. I don’t even think twice about getting those business to consumer (B2C) texts these days along with texts from friends and family.

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15 Tips for Better B2B Sales Conversations


Raise your hand if you’ve heard the word “chatbot” or “bot” recently. Sound familiar? If not, I want you to think about the last time you were on a software company’s website. As you scrolled down or went to the pricing page for information, did a little box pop up in the lower right-hand corner saying “hi” and asking how it can help you? That, dear reader, is a chatbot.

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How to Have a Productive Sales Day


Have you ever had a day where you felt like you were spending your day at work wisely, you had the golden touch when it came to connecting with your B2B sales prospects, and you left the office that day thinking you had the most productive day ever? If a day like that isn’t your norm, shouldn’t it be? Read on to learn how to make most (if not all) of your days productive and successful, and see a timeline for a productive sales day.

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The Best Way to Reach B2B Sales Prospects


Since you clicked on this, you’re no doubt wondering what the right way is to reach your B2B sales prospects. Is it through email? Cold calls? Carrier pigeon? (Yes, I’m kidding with that last one, but hey, if you try that as a unique form of direct mail and it works for you, let me know.) Read on to learn THE way to connect with your buyers or prospects.

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3 Sales and Marketing Conferences to Attend in 2020


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.

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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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