Sales Performance
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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Confidence-Building Techniques for Salespeople
Confidence plays a major role in sales. Competent salespeople don’t only feel confident, others view them as confident as well. If you want to excel in sales, building confidence should be a focus for you. Confidence changes the way you speak and conduct yourself. It ultimately impacts how you approach sales challenges. Without confidence, you … Continued
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Understanding the Importance of Product Knowledge in B2B Sales
The B2B sales process is long and sophisticated. Before a client makes a purchase, they have to be assured that they will be getting the benefits they were promised. They need to feel secure about the salespeople they dealt with, the brand they’re entering business with, and the product they’re purchasing. Salespeople need to be … Continued
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Are You Losing Deals by Missing These Buying Signals?
You’ve worked hard to get this appointment. This prospect has been particularly tough to get a meeting with–but here you are. You’re pretty sure the product fits and it will help them with their business goals tremendously. Of course, you did all the work. You’re very excited about the call. You ran the numbers, the … Continued
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3 Crucial Components of an Effective Sales Follow Up Strategy
For many reps, the follow up call turns out to be more challenging than the first contact. Yes, even compared to cold calls. There are a lot of things at stake during follow up calls since they’re usually where the prospect starts really moving along the sales funnel. Follow up calls are where reps can … Continued
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Why Do Salespeople Fail?
Salespeople are the frontliners of your business. Their competence determines what light will be cast on your company. When they fail to be at their best, it doesn’t only reflect poorly on your company and brand, it also hurts your bottom line. While there are superstars, there are also sales reps who grit their teeth … Continued
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Above & Beyond: Giving Value as a Go-To Sales Tactic
As a salesperson, keeping in touch with prospects and customers is the key to closing more deals. In each call, you make sure to schedule the next. In every meeting, you always schedule a follow-up. This is a great approach that is time-tested; seasoned salespeople, account executives, and coaches swear by it. However, here’s something … Continued
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6 Personality Traits of Great Salespeople
What makes a salesperson great? Is it experience? Skill? Drive? Salespeople work in different contexts and situations– there’s really no single answer to this question. However, we can all agree that selling is an emotional undertaking. To be a great salesperson, you need to develop and hone a defined set of character traits that enable … Continued
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Closing Questions Every Salesperson Must Ask
The key to becoming a great salesperson isn’t about how many people you contact, it’s about asking the right questions after you’ve made contact; specifically, the right closing questions. While you need to know the nitty gritty details like why the prospect wants the product, or how many licenses they want to purchase, those types of questions aren’t going … Continued
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How SaaS Companies Can Increase Average Account Values & Contract Sizes
We’ve all read the statistics that show how much more expensive it is to acquire a new customer than it is to increase revenue from an existing account, but this tenet is crucial for the survival of SaaS startups. SaaS organizations compete in a highly-technical arena and face intense levels of competition on a daily … Continued
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