Last month, I had the pleasure of attending the Sales Innovation Expo in the UK…and I’ve got to tell you it was spectacular. There was so much information to soak up that it almost made my head spin. If you’ve never attended this conference, I highly recommend it for sales teams and sales leaders. While …
Is Social Media Losing its Influence in the Buying Process Read More »
I sat down to write this blog post two days ago, but I just wasn’t in the mood then. Nobody can do a good job when he or she’s not in the right mindset. So I decided to work on some other, smaller projects to get my creative juices flowing. First, I developed a pretty …
Sales Procrastination: How it impacts you and what you can do to fix it Read More »
Amuse me for a moment and pretend that a Fuller Brush (or any door-to-door) salesman came knocking on your door today. Once you get over the shock of a man in a full suit and fedora at your door, how do you expect the conversation to go? Likely, he wouldn’t take too much time to …
As we near the end of the year, many people are revisiting their goals or resolutions and generating new ones for the next trip around the sun. At an outbound call center, the end of the year review usually portrays that it’s crunch time for the sales team. To maximize the limited number of selling days left, call centers focus on ways to improve call productivity. Easier said than done.
Automation is a powerful part of your sales and marketing arsenal, so this may seem like a strange question to ask– Is it really possible to over-automate your customer and prospect communications? In short, yes. Prefer to listen instead of read? Over-automation is, basically, treating every prospect and customer the same. You remove any customization …
Sales Automation Rocks…Don’t Forget to Personalize the Sales Experience Read More »
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.
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 networks. However, they don’t tend to reach out to salespeople until they are ready to purchase.
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 …
Sales Lead Management for Winners: Prioritizing Your Best Leads Read More »
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 …
Are You Guessing or Asking What Your Customers Want? Read More »
The modern digital age brings with it a new era of sales interactions. Text messaging, online chats, video chats, and other contemporary forms of correspondence now supplement traditional options such as phone calls, mailers, and in-person meetings. These modern-day means of communication to customers, especially texting prospects, can produce desired outcomes. Millennials now fill more and more …
Embrace the New Era of Sales Interactions or Get Left Behind Read More »
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