Emily Estey, on April 6, 2023
So, what is the line between persistent and pest when it comes to securing appointments? Two calls? Three calls? Six?
A national study published in the Harvard Business Review recommends at least six approaches. After six approaches are when 90% of appointments are set. So, how many salespeople make six approaches?
About 4%. Yes, 4%. The majority of salespeople give up after two. To put that into perspective, making six contacts will give you a 70% increase in new appointments.
If you're looking to grow your business, prospecting is a crucial part of the process, as it allows companies to identify potential customers and clients and generate new business opportunities. However, many companies make mistakes when prospecting that can hurt their chances of success.
Let's talk about some of the most common mistakes companies make when it comes to prospecting and how to avoid them.
Greg Giersch, on April 4, 2023
Culture is defined as a way of life for a group of people. When in doubt about what to do, the members will fall back on what they have learned from their culture. They don’t even think about it—they know what their culture would tell them to do.
Business organizations all have a culture, and when you walk into a business and take an instant like or dislike to being there, you are experiencing their culture. Sometimes they don’t even have to say anything—it’s an attitude you can almost feel.
Business-to-business organizations don’t often have potential customers walk into a physical location. Often a salesperson is how the client and prospect experience your organization’s culture. What is your sales culture telling them?
Matt Sunshine, on April 3, 2023
Finding the right talent for your company is vital to its success. A comprehensive recruitment process is essential to attract, select and retain the best employees. However, many companies struggle to create an efficient and effective recruitment process.
But there is hope.
From creating a job description that accurately reflects the position to utilizing modern recruitment tools, these steps can help you attract and retain the best employees. With the right recruitment process in place, you can be confident you are hiring the right people for the job.
Dean Moothart, on March 30, 2023
Email continues to be a very effective way to engage with prospects and clients. However, consider these facts (Source).
Susan McCullin, on March 28, 2023
Great job to all of you who have shifted your sales recruitment emphasis from advertising and job boards to personal networking. Networking invariably produces more quality, but only if it’s done right.
The age-old approach—I’m looking for a salesperson. Do you know of anyone who’s looking? Doesn’t work.
The Center for Sales Strategy, on March 27, 2023
Sales management is an art that requires a delicate balance between the present and the future.
The key to success lies in mastering the art of balancing the pending vs pipeline. This means managing your current deals while also prospecting for new ones. As a sales manager, you must be able to prioritize your time and resources effectively to ensure that you are not only closing deals today but also building a strong pipeline for tomorrow.
In this highly competitive market, mastering this art is essential for any business that wants to stay ahead of the curve. In this article, we’ll explore the key strategies that will help you strike the perfect balance between the pending and pipeline, and take your sales management skills to the next level.
Whether you are a seasoned sales professional or a newbie in the game, read on to learn how to master the art of sales management.
The Center for Sales Strategy, on March 23, 2023
Most salespeople prepare very carefully for every client interaction. Your preparation will dictate whether you are granted face time for that first appointment (and subsequent appointments), and it will dictate how much information you are allowed to gather in a needs analysis meeting.
But the nature of sales often leads us to focus on our own objectives when preparing; we want the appointment, or we want to learn about a specific objective a client might have that we know can translate into a selling opportunity.
If your customer-focused approach is sincere, there is one question—a simple question that can be asked in a multitude of ways—that can help you gain even greater respect and revenue from this customer.
Emily Estey, on March 22, 2023
Many organizations rely on sophisticated sales tools to automate sales activities, manage sales pipelines, communicate better with leads, close more deals, and improve their sales team’s performance.
That said, some businesses still struggle with adopting software for sales. The reasons vary, but most of the time, it’s due to a disconnect between their AE’s and these innovative sales technologies.
Why does this disconnect happen? What are the consequences? How can businesses improve sales tool user adoption? Let’s find out the answers in this post.
LeadG2, on March 21, 2023
In sales, you need to understand the difference between an objection and an objective. Here are the four most common customer objections that a salesperson will encounter.
If a salesperson is being bombarded by these four questions throughout their initial meeting, then they most likely have more work to do.
Simply put, the salesperson needs to spend more time preparing for the meeting, researching the client, and developing insightful questions to build trust and confidence with the buyer. Objections are easy to overcome if you've done your homework prior to your customer needs analysis meeting.
