If you manage a B2B sales team, you are engaged in some sort of sales outreach. But what exactly is sales outreach? It’s more than just picking up a phone and dialing a number. Sales outreach means engaging with prospects or past customers who have gone cold but may have the potential to become active. This engagement can be done over the phone; via email; personalized, embedded video in email; text messaging; or social media.Continue reading
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 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.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.
As a sales leader, one of your biggest challenges is developing a strategy to keep your sales team constantly motivated and on top of their game. While it seems like a tall task, there are plenty of small steps you can take to provide the boost that they need on a daily basis.Continue reading
Increasing your close ratio doesn’t just mean more closed deals. It means you have more productive conversations with qualified prospects. If you’re looking to have a higher close ratio in 2018, read our tips below to learn how you can be more effective in the new year.Continue reading
I believe that one of the key components to sales success is to resist bashing the competition.
Throughout my career in software sales, I have observed many of my colleagues take an aggressive stance toward the competition when talking with customers and prospects. I’m sure many of us have encountered the slick sounding salesperson who can immediately rattle off a list of reasons why the customer can avoid doom and destruction by staying away from our competitors. While this may look and sound impressive, I have rarely seen it work out well for my colleagues, or for me. Instead, I have seen those salespeople who have a more evenhanded approach toward the competition have much more success building rapport and having an open dialogue with the customer.
Outlined below are some of my top 6 reasons why I recommend for not bashing the competition.Continue reading
Editor's Note: We're pleased to welcome Chris Haig as a new blog author. Chris has 20+ years of software sales experience and we're pleased he's going to share his knowledge and insights about avoiding sales burnout and other B2B sales topics.
After twenty years of selling software and IT products, the one thing that's been getting harder year after year is the one thing you can't avoid in sales. You have to get people on the phone to have discussions. No matter how many articles people post about how 'cold calling is dead', it's simply not - no way, no how. Why else would the big trend be to move to Inside Sales teams and Business Development Rep models? The trends don't lie. E-mail and website tools also have their place, but anyone who's been in Sales for a while knows you can't hit those magic numbers waiting for leads to come to you. It just doesn't work that way. Two to three percent responses from e-mail campaigns won't do it either. Those inside sales teams and BDR's are not just servicing incoming inquiries (in most cases).Continue reading
The recent SalesHacker Conference in San Francisco. This is literally a start-up conference company pulling together some of the hottest sales and marketing talent in the sales software productivity space. After listening to 12 presentations over an 8 hour period, my head was literally spinning (that was before happy hour!). Thanks to one of the sponsors PipelineDeals, the conference sessions are summarized on the Saleshacker.com website. Here are some of my insights and sales tips on this information packed day.Continue reading