There's a set of new rules for the modern sales leader. The B2B market has evolved considerably over the past five to 10 years, marking a new era of dealmaking. In order to maximize the capacity of your sales team and maximize your revenue, consider these five new laws towards growth, which were articulated at the Revenue Summit 2018 in San Francisco by the team of Jacco vanderKooij of Winning By Design and Rob Jeppsen of XvoyantRead 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
It can be tempting to focus on account executives as the stars of your sales team; after all, they're the ones who close deals and bring in revenue. But in an account based sales approach, every part of the sales pipeline is critical to your success — especially the folks who first speak to potential buyers, your SDRs.
Defining the SDR Role
Ultimately, it's the SDR's job to find the right contacts and keep them moving along the sales pipeline, setting account executives up for meetings and demos. However, that looks a little different in an account based sales program than in a traditional sales program. In traditional sales, the role tends to be a free-for-all, with each SDR working in isolation on any lead that comes their way.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
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
Sales has been gradually morphing over the past few decades. Technology has really changed sales and continues to change it today. Although I don't think there will be any drastic changes in sales in 2014, I think we will see 4 trends continue.
1) Product and sales information must be public
The old sales world was about sharing information in exchange for a next step. Holding this information captive allowed reps to hold more of the power. This information is now all online. For most products, including many Enterprise products, you can no longer afford to hide lots of your information from the prospects who are looking to make most of the decision on their own. The sharing of company information is getting even more extreme with some new companies posting all their information publicly including every single customer that starts to use their product or their exact margins.Read More