Social Selling Vs. Cold Calling — the Debate Rages On
The debate of social selling vs cold calling has been going on for a while. Learn why both are needed to be an effective seller.
Build a Framework for Daily Sales Activities to Increase Sales Success
Do you remember the first day of your very first sales job? Maybe you joined a sales organization for a corporation where they supplied you with a methodology to hit your number, or perhaps you were a sales rep at a smaller business and given little to no direction. Either way, it’s safe to say …
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5 Sales Vanity Metrics and What to Track Instead
What are the sales metrics that matter? Don’t get caught up on sales vanity metrics. Instead, focus on the number of contact attempts per lead, call duration, cost to acquire a new customer, customer lifetime value, win/loss ratio on booked appointments, and monitor your pipeline flow. You’re so vain. You probably think this post is …
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How to Make Outbound Sales Calls
How do you make successful outbound sales and follow up calls? Proper training, coaching, and preparation: don’t be afraid, prepare for objections, make it personal, cut time-consuming tasks, stay focused and in control, listen, be aware of body language, offer options, choose the right technology, and set goals. Getting started is often the most challenging …
Motivating Your Inside Sales Team
Engaged employees can reduce costs. Keeping your sales development reps (SDRs) engaged is key to your bottom line. Some ways to keep your SDRs engaged and motivated: foster competition, provide processes and tools, reward performance, visualize results, provide training and mentoring, and remember to say “Thank You!”
“You don’t build a business. You build people, and people build the business.” -Zig Ziglar
Five Tech Tactics to Winning the Sales Game
The right tech sales tactics will improve your sales game. Effective sales teams leverage technology to help them find the right people, build their thought leadership and personal brand, automate social listening, share their thoughts on video, and incorporate gamification to create an effective sales strategy.
Selling Techniques to Avoid
What selling techniques should you avoid? Lying to get a response, tricking prospects into a conversation, and being overly enthusiastic. If you’re using these techniques, try implementing these alternative suggestions instead. Selling is about creating a relationship based on trust. Recently, the CEO of a company reached out to me via email. He was good …
Attributes Necessary to Succeed in Sales — Phone Skills Required
For the last decade or so, many people in the sales profession have been celebrating the demise of cold calling. To steal a line from Mark Twain, the rumors of cold calling’s death have been greatly exaggerated. Exaggerated so much so, that you hear people talking about professional sales scenarios where they anticipate never even …
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Talking to Prospects: What You Need to Know
How do you talk to prospects? There are several skills involved beyond your ability to speak to someone else. Great prospect conversations require some research, confidence, and focus on building a relationship. Don’t get caught up in making assumptions, hitting all your points, and selling to the prospect. A few years ago, a salesperson from …
Does Video in Sales Really Impact the Sales Process?
Do you incorporate video into your sales process? Video in sales humanizes the experience for your prospects. Sales is all about building relationships and engaging with others. Video creates a personal and engaging connection between you and your audience, which in turn develops trust and credibility. Video in Sales Promotes Engagement As sales tactics evolve, …
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