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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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Sales Predictions for 2017: 16 Experts Weigh In
In the rapidly changing playing field of business, sales organizations need to update themselves on the latest strategies, tools, and techniques to pull ahead of the competition. Be complacent and you’ll find yourself playing catch up with your competitors. To be proactive, the key is to stay in sync with innovative sales techniques, tailor them to … Continued
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20 Experts Answer: What’s Your #1 Sales Follow-Up Tip?
As 2016 draws to a close, sales teams are hoping to finish the year strong. Still, there are unreached numbers and distant quotas. What could be done now–just a few weeks before the year ends–to seal the deal, or maybe even to put these deals in a better position for 2017? Surely, if there’s one … Continued
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3 Ways a Click to Call Service Helps Your Business Win
As your business gets a good rhythm in lead generation, the need for reps to be savvy in lead management intensifies. Efficiency is the name of the game–leads need to be contacted swiftly and with precision. Everyone in sales knows it. You snooze, you lose. Enter the click to call service or simply click-to-dial. This … Continued
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Driving Sales Performance Through Q4 and Beyond
This post is from our guest contributor Shelley Cernel. Shelley Cernel is the Senior Marketing Manager at KnowledgeTree, a sales enablement tool that uses data science to get marketing’s content used by sales. She frequently writes on a variety of B2B sales and marketing topics, including social selling, sales productivity, and about the B2B buyer. The … Continued
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5 Essential Content Types for Sales Enablement
What is the true mark of a working sales enablement strategy? A sales force that maintains meaningful conversations with prospects and customers. It doesn’t matter how many documents the sales enablement team puts out. The important thing is to provide the sales team with content that’s relevant and helpful at each stage of the sales process. What content … Continued
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Benefits Versus Features: B2B Selling in the Age of the Informed Customer
Do customers really care about your product’s features? Will a customer buy from you if you gave them a rundown of all the bells and whistles of your solution? You probably know the answer. No. The industry adage is that features tell, benefits sell. In B2B selling, prospects are looking for solutions that would improve … Continued
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