Last week, SiriusDecisions held their first Technology Exchange event in San Francisco. With more than 500 attendees and 31 sponsors, the energy was extremely high. The passionate experts made us all feel empowered to go forth and change sales and marketing for the better. Anything seems possible after learning new approaches and amplified abilities, which is why we put together a list of the top 5 key takeaways for you to print out and hang up at your desk. Continue reading
Well-meaning colleagues love to give their input. However, the B2B industry has changed a lot in recent years, so some sales advice is better ignored. Continue reading
Closing the sale is never easy, but it’s even harder if a question catches you off guard. Whatever you do, don’t panic. With some preparation, you can salvage the conversation and win over skeptical buyers. Continue reading
Sales reps spend their days tracking down prospects and trying to close deals. Unfortunately, this is often a long, drawn-out process.
The following sales secrets can help you convert leads to customers for much less time and effort. Continue reading
The following guest post is from TechnologyAdvice, an Inc. 5000 company based in Nashville, Tenn. that is dedicated to connecting buyers and sellers of business technology.
Plenty of leads make it to the sales accepted stage, but that doesn’t guarantee they’re ready to buy, or that they’re even receptive to a conversation. Any outbound agent or sales development rep (SDR) will probably tell you they’ve lost count of the unproductive phone calls they make. Continue reading
It’s a familiar story. You connect with a sales prospect and the conversation goes well, but then a few days later, the trail goes cold. Now what? Continue reading
Let’s get this straight: your B2B leads have different needs and interests. But after countless conversations, you’ll notice some similarities.
In order to turn more leads into sales, you need to truly understand who you’re speaking with, and how you can help. With this in mind, we put together a list, which outlines how to sell to common lead personalities. Continue reading
As a B2B sales professional, you know the time it takes to hunt down the right prospects and convert them to customers. After all, successful prospecting is at the heart of your job. Start off on the right foot with these six sales prospecting tips: Continue reading
If your goal is to increase sales productivity, start by asking how much time you waste on non-selling activities.
In a typical day, we’d be shocked if you spend 8 hours on the phone. After all, you’re not a robot. And even before you can contact decision makers, you need to conduct research.
Do you have your prospects’ email addresses and direct dial phone numbers at hand? How much do you know about their backgrounds? Searching for this information can take more time than you’d expect. Continue reading