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“Call me back in two weeks.” Customers take their time, dragging deals out for weeks or months after they’ve requested information from your company. Marketing looks at you, wondering what your salespeople are doing. Your sales team complains about lead quality. But your deals aren’t closing. Who’s to blame for all of… Continue reading The sales workflows that will help you close deals 3x faster
Is cold calling dead? Pundits like Geoffrey James state emphatically that cold calling is dead and buried. Research from Baylor University seems to back James up. In their experiment, 50 sellers made 6,264 cold calls. Only 28 percent (1,774) of these calls were answered. Only 19 appointments were set out of these answered calls (that’s… Continue reading How to 2x results from your sales calls and emails
Do you remember the 3% rule? Only 3% of your prospects are ready to buy at any given moment. Jeremy Miller, author of Sticky Branding, says 90% of your customers are not ready to buy. 30% have a need, but they’re not ready to buy 30% don’t have a need 30% will never… Continue reading How to shorten your sales cycle with sales forecasting
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
