Danny Wong
6 Tips for Successful Sales & Marketing Alignment
It is not uncommon to find a company, no matter how large or small they are, that’s dominated by either the sales or marketing team. However, it is rare to find a business that’s dedicated to both and think of the two functions as an equal, integrated team. Although evidence suggests that organizations with strong … Continued
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Supporting Sales: A Critical (Though Dreaded) IT Role
As an IT professional, it’s easy to go to a place of resentment when you consider your role in sales. You do the footwork and they get the glory… and commission. However, the role of the IT department in sales is not only irreplaceable but significantly valuable to the company as a whole. Your colleagues’ … Continued
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5 Questions SaaS Sales Leaders Should Ask Themselves
Many believe that “sales is sales,” and that the fundamentals of the process are the same whether you traffic in agricultural commodities or commercial jet aircraft. It’s true in a sense; the basic requirements of a successful sales strategy remain the same regardless of the product, including connecting with a customer, communicating value, and understanding … Continued
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How To Write A Cold Sales Email That Won’t Get Moved To The Trash
With all of the different media available now for reaching out to prospects, we still need email to get the job done. Sure, it’s not the flashiest or the most contemporary form of communication, but it is still ubiquitous. The average American employee spends over six hours per day checking email, and respondents in the … Continued
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How Assessing The Quality Of Your Data Can Increase Your Sales Productivity
The race for data throughout the B2B sales world has increased the efficacy of many organizations, but one of the negative consequences of this new dynamic is that the quality of the data now often takes a back seat to quantity. Sales leaders now have access to CRM and sales management solutions that can handle … Continued
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4 Uncommon Strategies Sales Reps Can Employ For Strategic Prospecting
It’s a great time to be in B2B sales; you have access to an ever-expanding pool of potential customers, there are more sophisticated tools for reaching prospects too, and you have the ability to engage clients in new and unique ways thanks to social media, search engines and other digital strategies. Without a doubt these … Continued
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The Evolution of Software Sales
As rapidly as software has evolved over the past several decades, the processes and tools designed to get it in the hands of customers are moving even faster. While some of these changes were calculated strategic advancements, others represent adaptations to reflect the needs of a shifting market. The advent and subsequent rise in prominence … Continued
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5 Common Mistakes Salespeople Make When Prospecting SaaS Customers
Selling software-as-a-service can be a challenge for many salespeople. If you’re not prospecting well enough, however, it can be almost impossible. Here are five common mistakes salespeople must avoid when selling SaaS solutions: 1. Not Digging Into Their Current Solution A common objection is that prospects are already happy with their current vendor. Many salespeople … Continued
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Why Patient Prospecting Can Strengthen Your Sales Process
Whether you call it prospecting, screening or vetting, qualifying potential leads is the thorn in the side of many sales reps. If they are lucky enough to have a marketing department generating a steady flow of leads or are working from a cold list it is likely that there will be enough accounts in play … Continued
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When Soft Selling Fails, Consider Using These 5 Aggressive Sales Strategies
Many folks recoil in horror at the notion of an aggressive salesperson as pushy techniques simply become amusing conversation fodder to their victims for years to come. But not all aggressive approaches are to blame for the sales stigma, so here are 5 aggressive sales strategies that actually work. 1. Think like a marketer Because … Continued
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