Author Archives: InsideView
Most sales managers expect reps to reach a certain number of phone calls, emails, or tweets every day in their efforts to contact prospects, and some companies reward reps for maintaining a high volume of calls each day.
B2B customer purchases usually follow a particular supply chain and business model . A B2B salesperson must not only understand products and people, but also market trends, industries and external and internal business processes.
Building a team of rock star sales hunters requires a lot of effort and fine-tuning. With so many areas for potential improvement, where should you start? What are the best ways for you to invest your limited time and money for the greatest return?
A compelling pitch is a sales rep’s lifeblood. You may have the greatest product in the world, but if your pitch falls flat you might as well be selling 30-year-old vacuum cleaners. Don’t get into the habit of giving awful sales pitches. Practice our 5 steps, and get on the path to a perfect sales pitch.
Most B2B sales organizations mandate that reps spend a percentage of their time prospecting because outbound can significantly increase your sales pipeline. However, most B2B sales organizations have not perfected the outbound business model. Building outbound business is crucial for sales organizations for a number of reasons.
Opportunities to initiate and nurture connections flood digital social media today. Are you taking advantage of them to nurture leads? While many of us have caught on to email nurturing campaigns, social nurturing campaigns are relatively new to marketers. We’ve put together a few pointers that will keep your leads flowing through the funnel after initial touches
The issue with many B2B sales professionals attempting social selling is the struggle to set up a game plan that is effective and adheres to their schedule. Many will go all out for the first couple of weeks and quit once there are no results for their efforts. Also, many salespeople are uncomfortable in the social world because it is out of their niche and away from what they have been successfully accomplishing for most of their careers.
While many B2B sales executives do not realize it, sales volume and sales productivity are not the same thing. Without good sales productivity, it can cost a company quite a bit of overhead to make just one sale. However, with good sales productivity, it can lower your business costs and increase profits. Here are a few strategies to increase sales productivity.
Did you know that on average, only 10% of a salesperson’s time is spent selling? How can you expect profits to increase when such a small percent of time involves true selling?
The reasons for knowing customers well in a B2B sales sense should be self-explanatory, but sometimes these reasons become lost among numerous other sales concerns. However, neglecting efforts to get to know customers better can hamper all other marketing strategies. There are five key reasons businesses need to be more intelligible about their customers.