Category Archive for: B2B Sales

Over the course of the last ten years, we’ve seen the current generation of sales and marketing leaders are rightfully thinking that software will help with their jobs, but software is no silver bullet.

You have to approach the issue with eyes wide open.

When push comes to shove however, software is an enabler, both of good habits as well as bad habits.

It helps further develop good habits, and further entrenches the bad ones.

You have to know what you expect, and know your sales process, before you even think about implementing CRM software.

In order to start connecting your creative and your analytics you have to first create a connected infrastructure.

You need a platform that informs in real time who is visiting your site, and who is converting into what.

The sales multiplier effect is simple: how do you take one person and make them as effective as a thousand? If you’re not hiring based on a salesperson’s black book, you should hire on energy, enthusiasm, hunger, and passion. You can teach a salesperson how to take a warm prospect and close the sale. You…

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There are certain things that people prefer to talk about over the phone (life insurance, etc.). Call attribution allows you to treat calls as a conversion, a time to optimize spends. Phone leads convert 10-15 times better than web leads. In this episode, Brendan Jackson, Director of Marketing at Dialog Tech, talks about call attribution…

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If you ask questions, you make the client the star, and everybody wants to be the star.

The client doesn’t care, on the initial call, about you or your qualifications.

Talk to them about how you can help them.

Talk to them about how you can make their lives better.

Field sales reps are constantly on the move and have constraints that inside sales reps simply don’t have to deal with.

Roughly ⅓ of industries see their best results when a field rep can get face-to-face with a customer (dentist, doctor, tire store, textiles, etc.)

Learn the differences between the needs of field reps and inside sales reps to keep seeing positive results.

When building out a roadmap for your customer’s experience, start with the questions of “Who are we? & Why do we matter?”

There’s no such thing as a complex sale, only complex purchases.

Knowing when to let a prospect go is crucial.

You’re much more likely to get a sale out of a new client than one you’ve done demos for over time.

If it’s been a few weeks, and you haven’t heard anything, unless it’s a whale, it might be time to shake the dust off your feet and move on to the next prospect.