What is Account Based Selling and How Can It Help Your Sales Team?
Account based selling is nothing new. We practically saw it every week back when the series “Mad Men” ran. Remember how ‘cool’ it was for Don Draper to get personal and talk his way into big deals? That’s at the core of account based selling (ABS): it’s personal, focused and multi-touch. It can also lead … Continued Read This article
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 Read This article
6 Key Strategies For Selling To Large Companies In The Construction Industry
Large construction firms are an obviously attractive target for many B2B sales organizations. By the year 2020, the global construction market is forecast to be worth approximately $10.3 trillion, and the vast majority of these companies are constantly searching for new ways to enhance productivity, reduce costs, and streamline operations. Opportunities abound currently, and they … Continued Read This article
How to Get Responses to Your Outbound Prospecting Emails
Outbound prospecting through email is not an easy task. However, you read blog post after blog post that this and that company are raking in leads through it. You wonder: What am I doing wrong? For starters, you’re correct in putting thought over this problem. Email is one of the most effective ways to fill … Continued Read This article
Are You Getting These 5 Sales Principles Wrong?
When you enter the world of sales, you must be prepared to learn. I still remember my first year in sales. I absorbed everything I could. Read every sales book I could get my hands on. Familiarized myself with Dale Carnegie, Zig Ziglar, David H. Sandler, and David Ogilvy. Listened to all the tips from … Continued Read This article
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 Read This article
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 Read This article
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 Read This article
23 Thought Leaders Answer: What’s Your #1 Tip for a Successful First Meeting with a Prospect?
You worked so hard to get the appointment. Constantly poring over documents, dealing with scheduling blunders, jumping hoops to get some airtime with a decision maker. Finally, you got it. You know you’re over the easy part. Here’s the real challenge. How do you make the first meeting count? How do you take this prospect … Continued Read This article
The Big List: 40 Prospecting Tools for the Modern Salesperson
Are you looking for ways to take your prospecting efforts to the next level? Do you feel like you’re not reaching as many decision-makers as you could with the effort you’re giving? Sure, there are thousands of tips and tactics available to you, but you only have so much time in a day–and prospecting isn’t … Continued Read This article
Outbound Prospecting: 3 Advanced Tips for Successful Pipeline Expansion
Ask any b2b salesperson: prospecting for outbound leads could be one of the biggest challenges in sales. It’s tough, not only putting together lists of high-quality leads but also getting the ball rolling toward transforming leads into clients. Well, someone else is selling when you’re not right? Surely, there is a way to get over … Continued Read This article
Prospecting Using Google Search Alerts, LinkedIn Search, and Twitter
For many sales professionals, social selling is like an aardvark. You know it exists but you’ve never seen one in action. Well, it’s 2016. Social selling is real, and it’s not about running paid ads on Facebook, Twitter and LinkedIn. Here’s a statistic that will make you a believer. According to Jill Konrath, social selling … Continued Read This article