"You were born to win, but to be a winner, you must plan to win, prepare to win, and expect to win."
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The period from Thanksgiving to New Year’s can be a tough time in B2B sales. You still have goals and quotas, but instead of workplaces abuzz with activity, you encounter tapped-out annual budgets, vacationing decision-makers, and an overall atmosphere of wanting to take time off.
The holiday season is huge for retailers, representing up to 30 percent of annual sales, but sales departments in B2B tend not to expect much from this time of year. It can be a self-fulfilling prophecy — some teams find that their close rates in December plummet by 10–20%.
It doesn’t have to be this way. >>> READ MORE
Most salespeople are eager to know the best time to cold call their prospects. It’s an enticing idea: Rather than waiting for a compelling event, researching the buyer, and crafting a personalized message, the rep simply needs to know the best day and time of day to make the call.
Unfortunately for legacy salespeople, the “best time to make cold calls” doesn’t exist. But it’s a different story for warm calls. If you’ve done your homework and identified a potential good fit, knowing when to pick up the phone can mean the difference between getting the prospect's voicemail -- and getting a meeting. Here are six suggestions for when to call buyers in 2020. >>> READ MORE
Always Be Closing or Always Be Qualifying? – CloserIQ
Always Be Closing is not the superpower of sales that everyone thinks it is…any decent salesperson is always closing. ABQ is the superpower. Always Be Qualifying is what differentiates the great salespeople from the good salespeople at every company. ABQ results in being fiercely protective of your time and it becomes a trait that is ingrained in the actions of the best salespeople and should be the hallmark of any great sales organization. >>> READ MORE
Choosing the right inbound marketing agency isn’t something an organization should take lightly, as there are a lot of really great options out there (especially when it comes to HubSpot partners). However, not all agencies are created equal—and even ones who are equally effective might not be the right fit for your business.
Most marketing agencies will be on top of their game, claiming to have mastered digital marketing services. The claim may be valid, but beware, there's a fine line between trendy and truthful. Website design, email marketing, and social media campaigns are all fundamental services of inbound marketing agencies; however, they're just simply marketing tactics. To effectively implement inbound marketing, you need an agency with a comprehensive, strategic program in place. >>> READ MORE
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