Category Archives: Sales

sales-tips

Sales Tips: 5 Things You Should Never Say to Prospects [infographic]

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Sales reps are tasked with establishing relationships with prospects and proving the worth of their product or solution to eventually close the deal. The job of a sales rep requires a lot of communication through phone calls, emails, and demos. Regardless of how long you’ve been working in sales, you can still accidentally say the wrong thing, which can cause a big problem.

In today’s world, prospects expect sales reps to know about their background and company starting from the first conversation. As a sales rep, you should never start a conversation mispronouncing a prospect’s name or send an email spelling it wrong. Asking what their company does is also a huge no-no. Before you pick up the phone or hit send on an email, do your research. You need to know who these people are, what they do, if they’re a decision maker, and as much information about their company that you can gather. Knowing specifics about your prospects allows you to further target your message and sales pitch to their exact needs.

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b2b-lead-generation

8 Ways to Promote Your B2B Lead Generation Content

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lead-generation-contentLead generation content is quality, targeted content, such as blog posts, emails, whitepapers, eBooks, videos, case studies, and infographics, used to do what else? Generate leads! According to the B2B Content Marketing 2014 Benchmark Report, 93% of B2B marketers use content marketing and 74% of marketers cited lead generation as their goal for content marketing. But in order to generate leads, your content needs to be seen. So how are organizations promoting their B2B lead generation content effectively? Check out the different ways below.

8 Ways to Promote Your B2B Lead Generation Content:

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15 B2B Sales, Marketing, and Lead Generation Statistics

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b2b-sales-statisticsSales and marketing campaigns and tactics are often implemented based around the most popular statistics. The statistics below emphasize the importance of sales and marketing alignment, identifying your buyer personas, segmenting your contacts, personalizing your messaging, lead nurturing programs, and having deeper insights available on leads in order to hold educated conversations.

Here are the top 15 B2B sales, marketing, and lead generation statistics you should pay attention to:

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sales-voicemail

9 Steps to Leaving the Perfect First Sales Voicemail

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The importance of a sales voicemail

You found a highly qualified lead, pick up the phone and dial their phone number, but get their voicemail. Should you hang up the phone and try back later? No. What you should do is leave a voicemail. A voicemail is a great way to introduce yourself and your company and create curiosity around your product or service.

Use the steps below to leave the perfect first sales voicemail

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improve-sales

5 Ways to Improve Your Sales Performance

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improve-sales-performanceAs a sales rep, hearing, “I don’t have time right now,” “Contact me later,” and “I’m not interested,” isn’t uncommon. There are many possible reasons your contacts don’t want to have a conversation with you.

Check out some of the possibilities below to find out how you can keep your leads on the phone and improve your sales performance:

You’re talking to the wrong person at the company

 

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Cold Calling: What You Need to Know Before Picking up the Phone

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As a B2B sales person, you know how difficult cold calling can be. Everyone calls you a telemarketer. They think you’re trying to trap them in a contract, right? Wrong! The truth is if you’re calling the right people with a message that’s relevant to them they’ll see value in what you offer and will even be glad that you called.

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Mark Ruthfield

Learn How to Operationalize Your Inside Sales at AA-ISP’s Inside Sales Frontline Conference

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Attend Mark Ruthfield’s presentation, “Operationalizing Your Inside Sales Game to Drive Results,” at AA-ISP’s Inside Sales Frontline conference in Boston on September 9, 2014.

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