Leave a Message: Tips for Better Sales Voicemails
Should you leave a voicemail every time you reach out to a prospect? That depends, but data tells us that reps who only leave a single voicemail may be missing out on vital sales opportunities: a first-time call yields an 11 percent call-back rate, while 33 percent of prospects call back after a third message. […]
Sales Compensation Plans 101
Grow Your Sales Team with the Right Sales Compensation Plan One of the biggest challenges for a growing business is attracting (and retaining) qualified salespeople. This often comes down to having a formal compensation plan that spells out exactly how much reps can expect (and hope) to make selling your solution. It’s no surprise, then, […]
Sales Team Structures: Organizing Your Sales Department
Your product launch was well received, you’ve got traction in your market, and now you’re looking to go even further. Naturally, you start by expanding your sales team. You hire amazing sales talent and let them hit the ground running, but your business doesn’t seem to be growing any faster than it did before you […]
Ask Murray: Is a B2B Lead Generation Campaign Worth It?
Q&A with Murray Goodman on the ROI of Outsourced B2B Lead Generation According to one survey, 42% of reps say that prospecting is the most difficult part of the sales process, more than closing deals (36%) and qualifying leads (22%). Fortunately, there’s an easy way to fill your pipeline with quality leads, so your reps […]
Lead Qualification Checklist
Identify the Best Leads, Close More Deals Leads are leads, right? Not exactly. If you want your sales team to spend their time pursuing the best prospects, you need to know which leads are worth the focus. That’s the theory behind lead qualification, a process through which you segment prospects and identify the ones worth […]
Conversational Sales Calls: How to Build Relationships with Prospects That Pay Off
The New ABCs of Selling: Always Be Conversing What do children and salespeople have in common? They learn their ABCs during their “formative” years. For salespeople, ABC has long stood for “Always Be Closing,” a mantra commonly used to teach new reps that everything they say and do in the course of a sales pitch […]
B2B Cold Emailing Tips and Best Practices
Outside of direct calling, email is still one of the most effective ways to reach prospects. In some cases, email allows you or your salespeople the opportunity to reach a buyer before anyone else. And being the first to reach a buyer dramatically increases your odds of landing new business: the first viable vendor to […]
How to Follow-Up with B2B Leads from a Trade Show
Go After B2B Trade Show Leads While They’re Still Hot So, you read our post about how to generate B2B trade show leads and now you have a ton of contacts from the big event you just attended. Now what? If you want to convert those contacts into revenue, you need to follow-up ASAP. And […]
How to Clean Up a B2B Database and Prospect List
Healthier Data, Healthier Leads, Healthier Sales Are you concerned about the “health” of your prospect list? You should be. According to a report by Integrate, poor data quality (e.g., duplicate data, invalid values and missing fields) on average 40 percent of the leads generated for SMB and enterprise businesses alike. Unfortunately, incomplete or inaccurate databases […]
How to Get Leads at a B2B Trade Show
There is a reason 29% of U.S. companies increased their trade show budget in 2017: trade shows provide companies a heaping helping of potential buyers. And thanks to the nature of these events, trade shows are great for building face-to-face relationships with buyers you might not meet otherwise. The key to a “successful” trade show […]