If you are mentoring a new inside sales or telemarketing rep, one of the key areas you may need to assist your new hire with is telephone sales confidence. Even some of your old pros may need a pep talk now and again. After all, Sales is a career where you hear “no” much more often than “yes.” So, what are the keys to instilling that confidence in your reps? Read the rest of this entry »
Mar 07 2014
You may recall David’s blog last year on the anniversary of the patent of the telephone. It’s March 7, so it’s time to celebrate this great sales enablement tool again. This year we’ve assembled a list of links – tips for cold calling, history of the telephone, and other fun facts! Enjoy — while you’re at it, why not give us a call to discuss how VanillaSoft can improve your sales by phone productivity? Or, just start your free trial today.
Feb 19 2014
Appointment setting is sometimes looked upon negatively; however, it’s really a positive experience for the sales person and the prospect if it’s done properly. This usually means that there has been agreement to take the sales conversation to the next step. I’m sure that most of you have heard of the ABC’s of selling (Always Be Closing), but there are critical steps that help get you to the “close.” You have to know the best ways to get from “suspect” to “prospect” in order to get closer to closing the deal.
Below are some key steps involved in the appointment setting process. The objective is to get your lead from point A to point B, but knowing how to get there is what will make you successful. Read the rest of this entry »
Do you ever sit back and marvel at the flood of leads coming in? You’ve got leads from ads, social media, trade shows, and referrals – but are you managing them effectively? What are the costs of all these leads to your organization? Today I’d like to walk you through three areas where you may be leaving money on the table – or throwing it out the window. Read the rest of this entry »
Feb 10 2014
Did you know that February 10 marks the 18th anniversary of a computer beating a world chess champion? In 1996, IBM’s Deep Blue, a computer capable of 200 million moves per second, won the first of a six-game regulation match. Ultimately, Garry Kasparov won the match with three wins and two ties. However, in 1997 Deep Blue took on Kasparov again – and this time, Deep Blue, won the match.
Much like chess, making a sale requires strategy. Don’t panic – I am not recommending that we replace sales people with computers or robots. However, I do suggest that you evaluate software options that can make you and your sales team more productive and efficient. The sales process has become more complex over the years. There are more steps involved, especially with the advancements in technology and how we interact with one another. Below are some of the steps that often get overlooked from the lead management process. Ensuring you have the right lead management software allows you to easily implement these steps to increase your sales team’s likelihood of success. Read the rest of this entry »
Feb 05 2014
Leads are the lifeblood of the sales pipeline; therefore, it’s important to make sure your lead management process is the right one for your team. Did you know that “only 25% of leads are legitimate and should advance to sales”? (Source: HubSpot). This raises the question of how your team’s next lead is generated and passed along to an agent.
In the past, one of the primary ways to discover good leads was to dig into a long list of contacts to try to find the right ones who may be the right fit for your product. Today, we have list-based platforms to help with the sifting and queue-based platforms that automatically do the sifting for you to serve up the most qualified leads for your sales team. Read the rest of this entry »
Feb 03 2014
We are one month into 2014 and some of you may be wondering what this new year holds for sales. We’ve put together an infographic to identify some of the trends we expect to see in B2B sales during 2014.
VanillaSoft is committed to helping you improve your lead management process in 2014!
Lead management software is an excellent tool for improving your inside sales team’s efficiency and productivity. However, “tool” is the operative word in that prior statement. Too often CRM and lead management software integrations fail to meet expectations because buyers forget that the software is merely the means to an end.
Here is another example to consider. A car is a great tool that can help you get to work on time, but the car itself isn’t going to get you there on time. Several things are up to you: learning to drive, getting a license, getting insurance, ensuring your car has gas in it, setting your alarm clock, getting up instead of hitting snooze, etc.
Have you made the mistake of thinking software is the “end” rather than the “means”? If so, here are some ways to help you ensure your lead management software will facilitate your team’s productivity and efficiency:
Document and define your lead management process.
Monitor for compliance and quality assurance.
Develop lead nurturing workflow.
Are you ready to put great lead management software to work in your organization? If so, I encourage you to start your VanillaSoft free trial today.
If you are my age or younger, you weren’t alive when The Beatles were in their heyday, but you’ve still probably heard these lyrics from one of their hits: “love is all you need.”
Don’t get me wrong – love carries you through a lot of adversities and brings joy to your existence. However, it’s not love alone that you need. You need food, shelter, and to have other basic needs met.
Why am I talking about this in my blog post today? These lyrics made me think about other ways we over generalize or try to dumb things down to the point where they are not all that powerful or meaningful anymore. What if we changed some of those words in that famous Beatles’ tune to accommodate a sales situation . . . .
“Leads, leads, leads. Leads are all you need.” Is that true? You or someone you work with may have said that before – we need more leads! Or, someone may have said something about sales just being a numbers game. Yes and no.
Jan 06 2014
You may be under the impression that a company and its departmental stakeholders all have a set of shared goals with increasing sales as the primary aim. In theory, this may be true. However, in reality, it can be a little more complex. After all, what is a company? It is an organization made up of human beings. Human beings can be smart and courageous. Sometimes they are impulsive and scared. Sometimes they make good decisions. Sometimes they make bad decisions. Sometimes behaviors are motivated by self-preservation – or the desire to gain more power. All these emotions and motivations can cause internal organizational conflicts that keep a company from increasing sales and attaining revenue goals.
Is your sales team experiencing any of these internal conflicts?