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
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
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
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
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
Someone else on your side when you’re trying to close a deal can work wonders.
Everyone who works in sales knows the feeling of watching a sale slip through their fingers. One minute you’re sure the deal is going your way, and the next minute the tides are shifting against you and you feel powerless to do anything about it. Of course, you’re not powerless, but you may need to try something different to regain your momentum.
Creating momentum and keeping a deal moving forward is a key skill that reps need when they’re working on a sale and trying to hit their targets.
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
Great sales people always make sure that the route forward is clearly defined. Are you getting it right?
Let's suppose that you know the product you are selling inside and out.
Let's suppose that you have a great interaction with a potential customer who really seems to need your product.
It seems like a home run; a certain sale.Read More
The world of sales is always evolving, and so is the industry lingo. Here’s a helpful list of important account based selling terms so you can stay on top of industry trends — and maybe even impress your team!
1. Account Based Everything (ABE)
Industry definition: It is a strategic approach which involves the orchestration of personalized marketing, sales development, sales, and customer success efforts to drive engagement and conversion at a targeted set of accounts. (Source: TOPO)Read More
It’s no secret that divides can sometimes exist between departments. Marketing and sales departments are great examples, as even though the two often share a common goal, each tends to operate in a silo. The gap between marketing and sales needs to be bridged, however, as collaboration is essential to getting the results both teams are looking for. Marketing and sales alignment can lead to greater conversion rates, higher close rates on marketing leads and a boost in revenue directly related to marketing efforts. As a marketing leader, there are a number of things you can do to foster collaboration between your team and sales. Here are a few tips to get you started.Read More
Groove’s mission has always been to help power world class sales teams through more efficient and data driven processes. In keeping with this tradition, and tapping into our teams innovative spirit, we have developed a product that will take our mission to the next level. Groove Flow is sales automation with a personal touch. Before Groove Flow, reps had the choice of reaching out to customers using a manual, time consuming approach or using marketing automation software that made them sound like a robot and often got their messages blocked by spam filters. Groove Flow combines these approaches, delivering the speed and efficiency of marketing automation with the effectiveness of more manual, personalized communication. It allows a rep to communicate with far more customers while continuing to provide superior customer service.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