It’s a question that plagues many in the world of sales, a perpetual headache that even the most seasoned professionals face. Countless books have been penned on the topic, influencers and entrepreneurs have dispensed advice in abundance, yet the ceaseless pressure from your company’s CEO persists—do more, achieve more, generate more revenue. It can be …
Clashes within a sales team are a more common occurrence than one might expect. Surprisingly, when inquired about conflicts with sales reps from competing companies, the response is often a resounding ‘never.’ These competitors, who may share an occasional drink during industry events, seem to get along just fine. However, the dynamics shift dramatically when …
What’s the verdict? Is it a brilliant idea or a flop? Many may argue in favor of seizing the holiday season as an opportunity to aggressively pursue prospects. It’s believed that this strategic push during festive periods can yield an upswing in lead generation. Contrary to the counsel of certain renowned sales managers, who advocate …
Prospecting during the holiday season: B2B playbook Read More »
How much time we have during cold call until we fail? Some claim it’s the first 8-10 seconds that matter, while others argue it’s more like 30 seconds and so on. You’ll encounter various prospects – some ready to dive into discussions right away (the time thieves, as I like to call them), and others …
How to get prospects attention during initial call? Read More »
Cold emails are like the secret weapon of sales, reserved for when all else fails or when you’re aiming for the stars in the corporate stratosphere. However, it’s not as simple as just sending out emails in the cold. To be successful, you need to know the rules of the game. Before you embark on …
cold email A Powerful Tool in Your Sales Arsenal Read More »
In the world of sales, the game never stops. No matter how impressive your current turnover or client base, one thing remains true: the pursuit of new sales targets is an indispensable aspect of being a top-notch sales rep. Indeed, while servicing your existing customers, you are continually evolving and honing your skills, be it …
Qualifying leads in the sales process might appear daunting to new sales reps at first, but it need not be a complex task. Instead of rushing prospects into closing deals prematurely, follow these established and proven steps. Two popular methods, BANT and GPCT, offer effective approaches. Some sales coaches recommend using GPCT alone, while others …
Lead Qualification in Sales: Tried and Tested Methods Read More »
Mistakes are a part of the learning process, and in sales, they are no exception. Especially for new or young B2B sales representatives transitioning from B2C, it’s quite common to encounter a few hiccups. In this article, we’ll explore five common mistakes and provide insights from industry experts on how to avoid them, helping you …
Avoiding Common Pitfalls in B2B Sales: Expert Insights Read More »
The “Pareto Principle,” often referred to as the 80/20 rule, suggests that 80% of results come from 20% of efforts. In the game of sales, this principle frequently holds true, where a significant portion of your leads originates from a smaller subset of clients, many of whom demand relatively little of your time. So, how …
Maximizing Your Sales Efforts: Targeting High-Potential B2B Clients Read More »
When you ask new sales representatives about the main challenges they face, most will tell you that dealing with gatekeepers can be a real headache. Gatekeepers often stand as formidable barriers, preventing sales professionals from reaching the decision-makers they need to connect with. As sales reps gain experience, they may become more adept at handling …