4 Metrics to Determine if your B2B Sales Team is about to go on a Hot Streak
B2B Sales isn’t just about good performance – it’s about going beyond quota to measure improvement for individual reps based on their history and opportunities. These metrics are often ignored for the more obvious and straightforward establishment of quota. The pitfall for companies comes when they look too hard at quota over potential, hard work […]
Read More
How a Prospect’s “No” effects B2B Sales
How a Prospect’s “No” effects B2B Sales Sales managers are working day and night to improve B2B sales. A sales manager is part teacher, organizer, psychiatrist, motivator, and leader. Sales managers work with a variety of personalities, both on their staffs and in the field. To do this successfully, many will have a variety […]
Read More
4 Indicators of a Broken B2B Sales Generation Process
When was the last time you looked at your B2B sales generation process? If you can’t remember, or if you’ve hit a slump, then assessing the way your team connects with prospects can help. If you see one or more of these signs, your B2B sales generation process could be ready for a tune-up. […]
Read More
3 Things To Do When a Prospect Asks About Your Competitor
It’s not uncommon for a prospect to ask you how you feel about a competitor. However, this can certainly be an uncomfortable situation if you have not thought about how to tactfully address the competition. The key to thwarting competitors when prospects ask is ‘preparation’. Know what you are going to say ahead of time […]
Read More
How to Build a Successful B2B Sales Culture
“Results-oriented.” “Competitive.” “Sales wolves.” Keywords like these are used by CEOs and sales managers to describe the vision they have of their sales team. In reality, catchwords like “results-oriented” only get you so far. What does a results-oriented sales team actually look like? And how does the B2B sales culture of your company encourage a […]
Read More
B2B Sales Presentation Tips
Sales presentations of the past typically followed a format that focused on the “features” of the product or service. This presentation model relied on describing the product. In today’s global online marketplace, this strategy is no longer effective. More than 65% of prospects today research your company, product, and competition online before your first scheduled sales presentation. Ultimately, the […]
Read More
5 Ways to Meet Company Goals Using B2B Sales Teams
Most B2B Sales Teams have become adept at setting specific, measurable, and attainable goals for their sales team. The problem then becomes, how do you get your salespeople to buy into these goals? Ultimately, if you want your sales team to care about and be motivated to achieve your corporate goals, you will need to […]
Read More
3 Signs you should cut the cord on an under performing B2B Salesperson
You have a specific set of goals and requirements for your salespeople – but how can you cope with underperforming employees? Knowing when someone is just in a slump and when they are simply not a good fit for your team is a must. Some people obviously just don’t fit into your corporate culture or […]
Read More
B2B Sales Generation and the Art of “No”
Generating B2B sales have become a lengthy and multi-layered process. Due to more digital marketing penetration, it now takes more brand impressions before a potential customer actually converts and brings your business revenue. We have listed down a few communication strategies for professionals who manage their company’s B2B sales generation services. Who is a B2B […]
Read More
What is an appointment setting company and how does it work?
Who is an appointment setting company? Appointment setting companies help other businesses find leads and prospects absolutely hassle-free. Businesses outsource their prospect and lead generation so they always have potential customers in the pipeline. Appointment setting services are becoming more and more common for B2B companies. Businesses not only need quick but qualified leads for […]
Read More