Blog
Page 31 of 34
3 Effective Ways to Nurture B2B Sales Leads
Staying on a prospect’s radar can be tough for salespeople. People change jobs more often now, and that means they switch from being leads, gatekeepers, buyers, or decision makers. Salespeople often don’t even know who their leads are or if they have the power to make decisions. That’s where B2B lead nurturing comes in. But […]
The First 5 Seconds: The Secret to Providing Better Customer Service
Because live customer service doesn’t go viral the way social media interaction can, companies often overlook the importance of call response. But the first five seconds can make or break a customer’s impressions of your company. If I call ten different 800 numbers and reach ten different customer representatives, I’ll have ten different customer experiences. […]
How Cold Showers Help Cold Calls
Got cold feet about your next round of cold calls? You’re not alone. Call reluctance can happen to any salesperson, whether you’ve been on the job for two weeks or two decades. Cold call anxiety is inconvenient, but it’s not permanent. According to YouTube channel “The Art of Manliness,” your call reluctance is nothing a […]
5 Ways to Quickly Qualify Prospects
Having a steady flow of prospects who interact with you, and hopefully become customers, promotes your company’s long-term profitability. To do that, you need reliable methods for qualifying prospects. And not all of them are created equal. Before exploring how to qualify prospects, however, you need to consider the size of your market and the segments of […]
No More No-Shows: 4 Tips for Confirming Sales Appointments
Do your sales appointments often turn into phone meetings, re-schedules or even cancellations? It may be time to make how and when you confirm appointments a sales tool instead of a sales hurdle. Timing really IS everything. This is especially true when it comes to confirming appointments. All too often, a confirmation call turns into […]
What Sales & Marketing Teams Can Learn From The Air Force
For as long as businesses have been marketing and selling, the sales and marketing departments have been at odds. The struggle for power and recognition is ongoing and completely counterproductive, and sometimes an outright battle. But it doesn’t have to be that way. Ideally, marketing and sales teams would support each other’s role in making […]
Hiring Tips For The Salesperson Interview Process
Finding good salespeople is a difficult task. Finding good salespeople without a specific goal in mind is almost impossible. Before you can hire the right salesperson, you have to know what you’re looking for. Don’t waste time hiring the wrong person because of a lack of direction. You need a target. Then, when you do […]
7 Ways to Lose a Sale
After 20 years and 10,000 deals, I’ve seen some great attempts at closing a sale. I’ve also seen some very bad ones. Of course, those bad attempts resulted in losing the sale. But many times there is just as much to learn from someone who does it completely wrong as there is from a pro. […]
4 Tips for the Introverted Salesperson
If you’re a struggling salesperson, it’s easy to think that great salespeople must’ve been born that way, not made. But nothing could be further from the truth. Sure, some people just have “that thing” that makes them immediately great at sales. But that’s not true for the masses. For most of us, and for introverts, […]
A Day in the Life of a Successful Salesperson
There’s an easy way to identify a successful salesperson: Shadow them for a day and learn about their routine. Because what sets the most successful salespeople apart is the consistency of their daily routine. Often, making just a few adjustments in daily habits can mean the difference between doing alright and doing ridiculously awesome. If […]