Imagine that a sales rep from the 1980’s magically transports into a sales team operating today. Perhaps that rep would find fellow salespeople still listening to Journey or Whitney Houston, leaving him to suppose that not a lot has changed. Once this time traveler settles down to work, he will confront CRM tools, Slack chats, … Continue reading Perform a Routine Sales Process Audit for More Sales Success
Despite many claims about the “death” of cold calling, 92% of customer interactions still take place over the phone. Initial sales calls usually last for 30-40 seconds. In this limited time, your team should be able to make a fantastic impression on your prospects. Here are a few proven techniques that can help your team … Continue reading Cold Calling: What Kind of First Impression Are You Making on Prospects?
The sales game continues to change thanks to the ways technology has empowered the modern buyer. Purchases that once required a salesperson to engage with prospects through a phone call or face-to-face meeting can now happen partially or entirely online. Customers research solutions via search engines and review sites. They crowdsource feedback through social media … Continue reading Engage With Prospects Early in the Buyer’s Journey
Why are marketing and sales teams so divided in many businesses? Both teams have the same end goal – to increase revenue by closing deals. The interaction between the two teams shouldn’t merely be a handoff of leads. It’s time to break down the silos and get on the same page with sales and marketing … Continue reading 11 Ways to Get Sales and Marketing on the Same Page
Poor sales lead management is much like spending hundreds of dollars of groceries to cook a gourmet meal and then letting the food spoil in your refrigerator. You “shop” for leads online through your website or social media, webinars, ebooks, or free reports. Offline, you attend trade shows and network. The problem: you don’t follow … Continue reading Sales Lead Management for Winners: Prioritizing Your Best Leads
As a sales leader, you know the ins and outs of your business. And you probably think you know what your salespeople need to reach their sales quotas. However, there is likely more that you’re not seeing. Just showing them how to be a successful inside sales representative isn’t enough. Have you asked your team what they need to … Continue reading Have You Asked Your Sales Reps What They Need to be Successful?
If you have the opportunity to gather insider information that can help you to achieve your goals, why wouldn’t you? Assuming is a horrible business practice. Invalid and incomplete assumptions can lead you down an empty rabbit hole, and in the case of inside sales, away from closing a deal. Conduct the research, fill your … Continue reading Are You Guessing or Asking What Your Customers Want?
The art of telefundraising will never go out of style. Why? To put it simply, calling donors on the phone allows you to connect in a way that’s engaging, direct, and, ultimately, highly profitable for any type of nonprofit organization. Even better, telefundraising pairs perfectly with other fundraising efforts, including the equally classic event fundraiser! … Continue reading 5 Telefundraising Tips to Boost Fundraising Event Revenue
Imagine a baseball player that has a bad day… he strikes out multiple times, and when he does finally make contact with the ball he hits a foul. Does he give up baseball because of one awful game? No. Everyone faces frustrations now and then, and that carries over into the challenging world of inside sales. … Continue reading Sales Call Tips: One Bad Sales Call Doesn’t Define Your Ability to Sell
By Josiane Feigon It’s a new year, and it is important to build a strong, healthy sales funnel. The difference between a weak sales funnel and a healthy sales funnel is the type of activity you fill it with. A weak funnel could just be one or two big deals that are lingering, but nothing … Continue reading Building Healthy Sales Funnels