One personal connection can be incredibly impactful to your professional career. Your next big business move, once-in-a-lifetime sales deal, dream UX designer, or business partner is theoretically a message away. All it takes is one meeting, one interaction, or one message where you open yourself up to the possibilities of networking. LinkedIn can be a […]
Think sales is just a numbers game? That the most effective sales teams are those that make the most calls and send the most emails? Maybe that used to be true, but times have changed. Today, winning at sales means looking at the bigger picture and formulating a mid- to long-term sales strategy. Indeed, more […]
There’s never been a better time to be in the SaaS game. Organizations are using more SaaS products than ever before, with the number of apps adopted by the average company doubling from eight to 16 between 2015 and 2017. But that’s not to say that a SaaS product is a license to print money. […]
Maybe once upon a time, Hollywood’s depiction of life in sales was accurate. The always-be-closing mentality; all the chest-bumping, high-fiving and slick-talking. But that approach is more 1980s than a Flock of Seagulls haircut. And, much like a Flock of Seagulls haircut, there’s no place for it in the contemporary B2B sales world. Today, prospective […]
You don’t become a professional athlete after one tennis match, and you probably didn’t get married after your first date. Why should sales be any different? It would be great to always seal the sales deal on the first try, but the truth is, it’s the follow up that’s important – the additional touches and […]
You started with a great product. You marketed it confidently, and grabbed some attention. But are those two steps enough to seal the deal? No matter how great your marketing strategy is or how well your business is doing, unless you’re signing deals with 100% of the people who hear about your product, there’s room […]
Salespeople often assume that prospects don’t want to be contacted until they’re already midway through the buyer cycle. That’s just not true. In fact, 71% want to hear from reps while they’re looking for ways to improve their business, and 62% want to be contacted when they’re trying to solve a problem. In other words, […]
The B2B sales environment is a cut-throat one. Sales reps are always fighting with the clock to hit quotas. Sales, after all, is what keeps a business afloat. Reaching out to leads, qualifying them and turning them into customers keeps firms ahead of the competition. Prospecting is a crucial part of the sales process. It’s […]
Working in sales can bring its fair share of negativity. Particularly when reaching out to cold contacts, salespeople tend to get more “nos” than “yeses.” In fact, a recent study found that just 17.6% of salespeople rated their job as outstanding, and 47.1% as just good. That means that 35.3% of salespeople felt negatively about […]
There’s no shortage of customer data available to businesses. But for many companies, it can be overwhelming to decide what data to capture, what to take action on, where to store it, and whether it’s worth keeping around. Standalone data sets, in particular, won’t give you a comprehensive view of the customer. That’s where data […]