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’ve been in sales for any length of time, you’ve had a prospect (or a few) insist that your price is too high. But what does that statement really mean? Is the price objection due to budget, a lack of knowledge regarding the market, or is your product missing standard features and falling short of the … Continue reading How to Respond When a Prospect Questions Your Pricing
The sales cycle is an extended process, to say the least. Leads may spend months considering whether they’ll make a purchase of your products and services thanks to fierce competition in the B2B space. Ultimately, it’s critical to nurture inbound leads during this time so you can keep your company at the forefront of their … Continue reading Four-Step Guide to Helping Inbound Leads Walk Down the Buyers’ Path
An article in the New York Times states, “there are, nevertheless, many instances where proper advertising is producing better results than the old method of personal solicitation – larger volume at lesser cost.” Is that an argument that sounds familiar? Throughout recent years, people have been sounding the alarm proclaiming that the position of sales … Continue reading Become a Future-Proof Sales Representative
The sales voicemail is one of the more powerful tools a sales person has in their arsenal. Coincidentally it is also the one most underused and also misused. I believe the reason for this is two-fold – it’s a time consuming repetitive task for the salesperson that yields a low response rate, and it’s very … Continue reading The Top Performer’s Sales Voicemail Playbook