Global internet sales reached 2.3 trillion U.S. dollars in 2017, and they are projected to reach 4.48 trillion by 2021. All of this indicates that e-commerce is thriving and changing the way your company does business. One of the biggest issues in e-commerce is how to personally engage the customer, giving them an individualized experience in the same way a brick-and-mortar business does. Online contact forms have their limits and don't compare to an in-person experience. In contrast, live chat allows you to instantly engage with customers, improving the qualification process and conversions. A recent Revenue Summit 2018 talk by Jeffrey Serlin, Head of Global Sales at Intercom, addressed these very issues.Read More
As a successful sales rep, you likely spend much of your day researching leads, cold calling them, or entering follow-up information. A recent panel at the SalesHacker Revenue Summit addressed the ways that salespeople can best use technology to improve their cold calls and overall sales process. Sophisticated technology is not enough. Management needs to improve processes and methods to go along with the technology in order to help you spend your time more effectively. You, cutting-edge tools, and new strategies are an unstoppable combination.Read More
The rich, multi-touch approach that leads to success in account based sales (ABS) isn't created in an instant — but the time and effort you invest in coordinating across every channel of your sales network really pays off. With that in mind, here's a look at five ways to make accurate forecasts as you adopt or fine-tune your ABS sales funnels, informed by insights shared at the SalesHacker 2018 Revenue Summit by Jaimie Buss, Vice President of Sales in the Americas for Zendesk, and Ran Xiao, Director of Sales and Customer Operations for Zendesk.Read More
Anyone who’s worked in sales knows that price objections are common. Just when you finally sell your prospect on a particular product or service, he or she hears the price and balks. Sound familiar?
Consider this: How you respond to these price objections can make or break your business sales. Make the wrong choice, and you may destroy your margins or lower the value of your product in the mind of your customer. Respond appropriately, and you diffuse the concern and encourage the sale.Read More
You are a great salesperson, but you’re always striving to be even better. In fact, you are working toward being a superstar. Reaching your fullest potential doesn't require magic or even luck. The success of elite reps lies in their methods. By studying and adopting their conversation strategies, you can experience their level of success.Read More
If you want to start selling to enterprise customers — the coveted large accounts with bigger revenues — it’s important to first consider exactly why you want to do this, and whether you should do it. If the reason is because you’re not doing well in SMB arena, then it’s time to reconsider, because struggling in a smaller market segment is not a good harbinger for success in a larger one. However, if your sales look good and you feel that a move upstream is the next natural expansion for your company, then you might be ready to explore a new market.Read More
Once upon a time, the success of your sales department was determined by internal metrics like how many emails they sent out, and customer service success was gauged on how quickly they got clients off the phone. But early pioneers in the account based approach are showing quality truly does trump quality — and that holds true across all channels throughout the entirety of the journey from buyer to customer and, ideally, on to "repeat buyer" status.
That means your sales department should now, more than ever, be fully invested in guaranteeing each prospect a positive customer experience. Here's why:Read More
With the end of the year coming up fast, everybody gets a little frantic. Whether they're hustling to spend the last of their annual budget, fretting about the endless family visits and company dinners, or — in your case — working to meet sales goals despite an array of "out of the office" emails, it seems like there's never enough time. But if you follow these four strategies, you'll see that there is more than enough time to meet — and maybe even beat — your sales goals by the end of the year.Read More
Equipping your sales representatives with the best training, scripts, and contacts is a great way to get them started — but it's just that: a start. If you want your sales team to truly succeed, you must also give them the tools to keep evolving and fine-tuning their approaches, adapting what works for each client. The following four sales analytics give you the information to identify where your techniques succeed and where they can be improved, and to track how well those improvements work.Read More
But is it worth it? And in a world where time is money, why invest time and resources in making a big change?
Here are our 3 top reasons to make the switch from a traditional sales approach to ABS:Read More
You may need to go beyond basic productivity-boosting strategies and try options that are designed to help reps go further. These five strategies will help you eliminate roadblocks standing in the way of optimal sales performance and allow you to elevate your top performers.Read More
A sales professional from the 1980s catapulted into a modern sales team would hardly know where to begin. Tools such as email, LinkedIn, Salesforce, and concepts like inbound marketing and software-as-a-service (SaaS) would seem like science-fiction to a salesperson used to relying heavily on the phone to conduct business. Yet the fundamentals of selling have remained unchanged; we’ve just gotten better and more innovative at doing it.Read More
Making sales pitches is never easy -- but if you can establish the right mindset right out of the gate, you'll be able to face the most common sales objections with poise and confidence.
For sales reps, getting into that mindset means doing the research to truly understand the prospect they're about to call or email, understanding their pain points, and feeling truly confident and certain that you have a solution that will solve that pain.Read More
As companies become more flat and office cultures become more open, collaboration is taking center stage in the workplace. That means coming together and sharing input more often. And that’s great! But in the sales world, how do you strike a balance between healthy competition and teamwork? And how do you avoid wasting one of your most valuable resources: time?
Let’s take a look at a few ways collaboration can help a modern sales team sharpen its skills and help reps crush their goals:Read More
Collaboration within sales teams benefits your brand as well as individual reps. Let’s take a deeper dive into some of the advantages you might enjoy:
Sales team collaboration provides a consistent message to your customers
Even high-performing, brand-driven salespeople will stray off-book every once in a while. By encouraging collaboration between departments and within your teams, you can be assured that your company’s mission and goals will always be first and foremost on their minds.Read More
Demos are such a critical part of the decision making process for your prospects, but too often, sales reps deliver a one-size-fits-all product tour. Let’s take a look at a few ways you and your team can create a better experience and hopefully close more deals.
Get to know your prospects.
Every business is different. Make sure you ask enough questions — and the right questions — to personalize your demo to their unique needs. How can your product fit into their established routines? What security or regulatory concerns do they have, and how can you address them? What pain points are they dealing with, and how does your product help?Read More
Solid training and coaching are key to onboarding all-star talent and helping them grow throughout their tenure at your company. Did you know that Groove has features that make training and coaching your sales team easier?Read More
Turbo-boost your sales prospecting pipeline with these tips, tools and techniques.
Why are you prospecting?
You have to keep feeding the sales funnel. Prospecting is the essential, on-going process of gathering new leads who can be nurtured into your sales funnel and turned into long-term clients. Hubspot defines prospecting as ‘’"The process of searching for potential customers, clients, or buyers in order to develop new business." You should make prospecting feel like a habit that you get into, and utilize some tools to make it easy no matter where the leads are coming from.Read More
Linking your key work processes to Salesforce is a game-changer for a sales team.
Good, reliable data is the lifeblood of sales.
When you are able to combine your most useful data with a world class interface for managing it, then you have a distinct advantage over the competition, and a tool that can turbo-charge growth in any organization.Read More
Adopting a proactive social media approach makes a real difference to your customers and to your bottom line.
The modern sales professional faces a tricky conundrum in the digital economy.
On one hand, there are more tools than ever before that allow you to reach, understand, and interact with prospective customers. Yet, at the same time, consumers are overwhelmed with choice and have become slightly cynical and defensive about the sales process.Read More