Aki Merced
Exclusive Q&A: Neal Schaffer and Rutgers Business School Launch Social Selling Program
When discussing digital transformation, it’s impossible not to discuss social selling and its impact on the sales cycle. Marketing and sales automation tools have made it possible to reach hundreds, if not thousands, of potential buyers instantly. This however has caused a decline in the effectiveness of email and cold calling techniques. As a result, … Continued
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Contact Center Best Practices: How to Improve First Call Resolution
Imagine this, you’re streaming your favorite TV show and suddenly you lose internet connection. You try all the basic troubleshooting steps: check all the necessary cables, unplug and re-plug the router, maybe even do a hard reset. Alas, none of the usual tricks work and you are forced into one of the most dreaded things … Continued
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Top 5 Customer Service Lessons for B2B Sales Reps
If you are in B2B sales, you’ve probably found yourself scouring the internet for customer service tips only to find countless articles and videos peppered with information and advice unfit for your needs. It’s the reality — most articles on customer service improvement focus on B2C sellers servicing individual clients. Because the usual techniques that … Continued
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5 Healthy Habits of Successful Sales Prospectors
In prospecting, the goal is to create interest, convert that interest into relationships, and successfully manage these connections to produce meaningful transactions in the future. So, what is a good prospector and what do they do? As with any successful relationship, prospecting entails developing good habits throughout the whole process. You do not just nurture … Continued
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9 Secrets of the Best Sales Managers
Getting any team together as a unit, aligning them, and getting them to focus on scoring winning goals is a tall order. For a sales team, the order is even taller. It’s tough out there. Competition is fierce. There is much at stake. In an industry that frequently rewards its top performers with management positions, it’s … Continued
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The Art of a Great Sales Pitch
Today’s sales ‘pitches’ are no longer simply a stack of information thrown at prospects. Instead, effective sales pitches today are two-way conversations. Listening to a prospective buyer’s wants and needs is as important as providing information about products and services. Furthermore, asking follow-up questions, pinpointing their pain, and offering a solution that meets their company’s … Continued
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Lead Magnet Ideas to Capture More Prospects
This is a guest post from our friends at LeadPath. Are signup emails barely drizzling into your email database? The secret lies in using lead magnet tools. Just like a magnet attracts metal, these lead magnets will draw potential clients your way. They offer their readers anything from a free download or a discount if they sign up … Continued
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Improving Your Reps’ Sales Approach is about Understanding Value
This important sales approach that your reps must know might sound counterintuitive. It’s not about having the best opening line, detailed product knowledge, or effective sales patter. The one thing that reps should know is that the person on the other side of the line – or desk – has a perspective of their own … Continued
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6 Account Management Tips for Sales Success
In this guest post, Julian Hooks shares six tips on how to leverage account management to achieve sales success. Businesses these days put a lot of importance on customer experience–using it to gauge if they are doing better than their competitors. They use industry statistics and customer surveys as means to gather data like preferences … Continued
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How to Generate Leads for B2B Sales
Lead generation is one of the most crucial components of a well-oiled B2B sales and marketing operation. To get more clients, you need to get more people to know about your products and services first. If no one knows what you sell, how do you expect people to buy from you? Lead generation addresses that. … Continued
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20+ Books for Your 2017 Sales Reading List
Sales professionals must be constant readers. Soaking up as much information from those who are more experienced–and those immersed in niches and industries other than your own–is part of continuously strengthening the foundation upon which you build your career in sales. In sales and business, things are constantly changing. New thought leaders emerge. New ideas … Continued
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