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What do most people think of salespeople? It’s not good. A recent survey from HubSpot Research, “found only 3% of people consider salespeople to be trustworthy.” Gallup’s annual rating of the honesty and ethics of various professions consistently ranks salespeople at the bottom — below members of Congress. It gets worse. … Continue reading Sales outreach: Best practices you should avoid, bad habits to embrace
Your customers all want the same things. They rarely get it. It’s often very difficult for them to get what they want from sellers. Salespeople are given mantras like “ABC, Always, Be Closing” and expected to produce results. They typically aren’t allowed to complain. When organizations struggle they often blame each… Continue reading What your inside sales team needs to close the sale
The majority of salespeople, 75 percent, suck at selling. According to Dennis Connelly, vice president of business development at Kurlan, “For lack of a better word, they suck.” This isn’t just speculation either; there’s a mountain of data to back this up. What kind of data? The Objective Management Group has evaluated… Continue reading Sales enablement 202: How to 2x your revenue per customer
Sales enablement gives your organization the people, process, training, and tools you need to create rainmakers on demand.
“I’ll let you know.” After weeks of in-depth discussions, back and forth negotiations, and answering an endless stream of questions, you’re hit with this ice-cold response. This response stings. It’s especially painful if you’ve invested a significant amount of time or resources during the negotiation process. It’s discouraging and soul-crushing to see prospects with a… Continue reading How data-driven sales teams can increase sales by 23x
Salespeople struggle with a hidden problem. Closing or prospecting. When it comes to prospecting, some salespeople are experienced pros. They’re able to fill their sales pipeline with a steady flow of leads. Others excel at closing, but they struggle with prospecting; they’re skilled negotiators, but they need help to fill their sales pipeline.… Continue reading How to Build and Fill a Sales Pipeline
Is Glassdoor really all that important for your business? It seems like a ‘nice-to-have.’ Glassdoor is a website where current and former employees anonymously review their employers. Many believe that Glassdoor is an essential part of running a successful business. Their rationale goes like this: If your company has (or has had) employees,… Continue reading The Glassdoor Effect: How Building a Strong Review Portfolio Attracts Top Talent
Lead generation is the fuel contractors use to power their business. You could head one of the largest construction firms, but without a proper way to feed those leads to the fire, you’ll see them slipping through the cracks. So, what are some best practices for generating, tracking, and eventually closing in on those deals?… Continue reading Best Practices in Lead Management for Contractors
Eliminating sales management bottlenecks will get your sales team to meet their goals in no time. Here are our best tips. Say Bye to Sales Management Bottlenecks Anyone in the sales management field knows it takes a highly systematic and strategic approach to get to those awesome performance results that every sales leader wants to… Continue reading 7 Tips for Eliminating Sales Management Bottlenecks
Agile sales teams are using techniques recommended within Scrum methodology to better manage and forecast their sales pipeline. Teamwork can be a valuable asset in selling Scrum is a system of agile project management which was first developed as a better way to manage projects in the software industry. Its different approach to project management… Continue reading The Agile Sales Team
