We hope you've had a great week! It's Friday, and today we're sharing what we've been reading online this week! Here are our "best" from around the web.
Call or Email? 4 Tips to Determine When to Use Which in Sales — Hubspot
The method of outreach sales reps use for a first connect makes a significant difference in response rates. Rather than deciding whether to call a new prospect or send an email based on personal preference, use the method your prospect will be most responsive to.
15 Common Sales Hiring Mistakes You Should Avoid — Selling Power
Sales professionals are critical for growing the revenue of a company, but hiring the wrong personnel can lead to financial losses. A recent CareerBuilder survey stated that companies lost an average of $14,900 on every bad hire in the previous year, and it’s a common mistake – nearly three in four employers (74 percent) say they’ve hired the wrong person for a position. As a sales honcho, you need to be extra careful while on-boarding new sales personnel – as one rotten apple can spoil the whole barrel.
Are Salespeople Relevant to the Modern Buyer? — CSO Insights
CSO Insights recently published their first, global 2018 Buyer Preferences Study. They wanted to know firsthand from today’s buyers if, how, and when they engage with salespeople – what they like, what they don’t like, and what other resources they rely on to master their business challenges. Read what they found about salespeople and their relevancy to the modern buyer in this post.
Creating A Sales Conversation: Forget The Elevator Pitch And Focus On Listening — Forbes
In the business to business (B2B) world, mid-sized business clients represent a tremendous opportunity. They have more resources and greater potential for scaling than a small business, but they aren't bogged down by the bureaucracy and bottlenecks that frequently plague larger enterprises. Despite their importance to a B2B sales team, medium businesses are often treated as smaller or bigger than they truly are. To keep these customers satisfied, your company needs to give them the right blend of service, attention and personalization to suit their unique needs.
This Week on The Center For Sales Strategy's Blog:
- 5 Free Resources to Prepare For a Needs Analysis Meeting
- 5 Greatest Needs Analysis Questions You Can Ask Any Prospect. Not.