Badger Blog

10 Sales Tips for Cold Calling

Man on telephone using Tips for Cold CallingAs a salesperson, you know a thing or two about talking to people on the phone, effective communication and forming relationships. However, one aspect of sales that even the best salespeople fear is the dreaded Cold Calls. Use the following 10 Tips for Cold Calling to help guide you through thoughtfully preparing your pitch and making effective cold calls a part of your daily routine.

Cold Calling is the solicitation of business from potential customers who have had no prior contact with the salesperson conducting the call. Picking up the phone and making these calls can be scary. This is not only because you’ve had no prior interaction with these people and you don’t know what to expect, but also because cold calls aren’t always received with the most open of minds.

While sometimes a stressful process, cold calling is an essential part of growing your business and improving your outreach. What you’re trying to do is:

  • introduce yourself and your business to potential clients
  • communicate your product or service’s value to the person on the other end of the line.

So you might find useful these Tips for Cold Calling:

Continue reading “10 Sales Tips for Cold Calling”

Customer Retention Techniques – How (not) to lose a customer in 10 ways

‘I have learned that people will forget what you said, people will forget what you did, but people will never forget how you made them feel’ – Maya Angelou

Most sales training is based on closing the deal, getting the customer to sign the dotted line and immediately looking for the next contract. While this is obviously important, it’s not the be all and end all in sales. What you do after signing a customer or client is just as, if not more, important. A customer’s impression about your customer relations is paramount. One Oracle study even estimated that 9 in 10 customers leave a company due to poor customer service, with 86% of customers claiming they’d be happy to pay more for good customer service. These statistics alone show how receptive customers are when you treat them well, and when you don’t. Below we have devised ’10’ customer retention techniques that will help you keep your customers happy.

While the title may be a silly nod to the 2003 Romantic Comedy “How to Lose a Guy in 10 Days,” these 10 customer retention techniques for sales reps are serious tips that will help you lower your churn rate, increase your sales and, if applied properly, could even improve your love life.

Continue reading “Customer Retention Techniques – How (not) to lose a customer in 10 ways”

How to write a Strategic Sales Plan

notebook with Strategic Sales Plan teared

Drawing a Strategic Sales Plan can be difficult, and you might have several questions before you even begin writing your report. Where should I start? What should I write in it? Is there a track to follow?

To help you build your foolproof Sales Plan, you will find leads, tips and advices to write a strong strategic sales plan. Whether you are looking to increase your sales, boost your revenue or introduce a new product, our template can help you reach your goals. Here are the categories that you should include when building your foolproof sales plan:

Continue reading “How to write a Strategic Sales Plan”

Three Common Challenges for Sales Reps

Common Challenges for Sales Reps

How Badger Maps Can Help Tackle Them

Being an outside sales rep directly means that time is money and your salary is strictly intertwined with both prospecting and closed sales deals. There are some common challenges for Sales Reps. 

Spending countless hours in the car, finding a parking spot and navigating in unknown areas is the source of many a salesperson’s sorrows. Basically, it negatively affects your ability and capacity to sell effectively.

Most sales representatives rely on Google Maps, MapPoint or other similar planners to create their daily routes and schedules, but too often these apps fail at solving any long-term problems. To clarify this, let’s take a deeper look at some of the issues in practical terms. Imagine the following three scenarios – you may have even experienced them firsthand in your own days as a sales rep.

Continue reading “Three Common Challenges for Sales Reps”

Essential Sales Skills Will Make You Stand Out. Here’s How!

Man stepping up

Too often, salespeople get unfairly stereotyped as pushy, aggressive, and bad listeners; it is these misconceptions that often can lead to having a phone hung up on you mid-sentence or a door shut in your face. Any successful salesperson knows, however, that this cliché is incorrect and fruitless when trying to sell a product. Luckily, the way business is being done is changing rapidly, allowing many salespeople to finally shake the negative “used car salesman” vibe. But before you begin to celebrate, realize that changing business practices also means changing or fine-tuning some of your sales tactics, thus requiring a new set of essential sales skills.

Continue reading “Essential Sales Skills Will Make You Stand Out. Here’s How!”

Effective Sales Techniques : How to be Persuasive in Sales

Close deals with effective sales techniques
Of all the many skills necessary to be a successful salesperson, being persuasive is probably one of the most important. Convincing others is a part of your daily life, and whether you are trying to change someone’s mind or get them to buy your product, being able to effortlessly persuade people is essential to your success. It can be easy to oversimplify effective sales techniques, but in order to truly utilize this skill-set you must first learn that,
persuasion is not just about the talking. The art of persuasion is a mindset of its own and to master this skill requires preparation, practice and persistence.

Persuasion is the craft of convincing. Inherently we all have the ability to convince others when needed, and all of us have experienced being persuaded by others at one time or another. Persuasion is an innate skill we learn throughout our lives and we use it all the time without even realizing it. However, our natural ability to convince doesn’t always cut it when it comes to developing effective sales techniques and skills. Persuading is an talent that requires preparation and training. Below are some steps you can follow to take your persuasion skills to the next level and nurture your extremely effective sales techniques.

Continue reading “Effective Sales Techniques : How to be Persuasive in Sales”

From Sales Rep to CEO (Podcast Recap)

Truth about sales and selling

 

Steve Benson, Badger’s CEO, sat down with Brian Burns, host of “The Brutal Truth About Sales & Selling” podcast to discuss his journey from outside sales rep to CEO.

What’s your sales backround?

I started at IBM and went through a year long sales training program. They partnered new reps with grizzled veterans for a year, so you could see how the professionals operate. It was a great experience. I feel like every new sales rep should get that kind of guidance because it’s a daunting career, especially at the beginning. I mostly sold b2b services with IBM.

My next job was with Autonomy, a data management solution company. Then I worked at Google for 4 years selling Enterprise software. I was Google’s top sales rep in revenue, I even sold the Enterprise version of Google Maps. My experience in sales, particularly at Google, gave me the idea for Badger Maps. I realized that the toughest obstacles for sales reps were geographical and organizational, so I developed a solution for both.

 

What was it like going from sales rep to CEO?

The sales team is undervalued. People don’t realize how important sales reps are for a new company. If you have sales firepower, you can get the product in front of more customers and get valuable feedback. It’s common for startups to invest resources in building the wrong thing, which happens when you aren’t in front of customer. Your sales team is a direct link to your most valuable resource, your customer. That’s the most important lesson I learned transitioning from a rep to a CEO.

How did hiring salespeople change your view as a salesperson?

It taught me to trust who I hire. I don’t jump in on deals unless they need me. I had a great manager at autonomy who taught me how do do this. He could jump in on any deal, hit the ground running, and get you past the hurdles you were facing. Then he would hand it back off so you could learn on your own. I try to channel that with my reps. It’s not about doing the job for them, you show them how to unstick the deal without taking it over.

What do you look for when you hire salespeople?

Sales is one of most complex jobs. You need a varied skillset; communication, organization, presentation, the works. Not to mention, you need to be great with customer interactions and have a geographic mind. Your whole career can be made or broken by geographical ability. You need to be able to build great relationships and be a great listener.

That’s why it’s harder to interview salesperson than anyone else. They’re great speakers, which sometimes disguises actual ability. Being good in a past environment doesn’t mean you’ll be good in a new one. On the other hand, the best reps don’t always have best track record. There are biases in hiring that cloud judgement. The most important things to know about a potential sales hire are:

  1. Do they understand how companies buy?
  2. Are they coachable?
  3. Are they aggressive?

If someone has an understanding of how sales work, a willingness to learn more, and the drive to not give up – they’ll definitely be successful.

What are major red flags for unsuccessful reps?

It’s hard. You need to trust your reps and your team as a whole. Sales are volatile. The fewer deals you need make for your quota, the worse your numbers look. It’s important to understand each of your reps on a personal level. Are they giving a consistent level of effort? You need to judge your team on the reality of their effort, not the sales cycle.

Any advice for b2b sales reps?

B2B sales will always be in demand. It’s a great career with lots of entry-level jobs. Sales run companies, sales reps will always be in demand. Field sales is going to be one of best careers for next 20-30 years. It isn’t automatable or outsourceable. Dentists don’t know about new teeth cleaners, they need sales reps to stay informed on updates in the market.

What’s the value in a quality sales team?

Opportunity. Great salespeople create opportunity for your company, if you give them the tools to succeed it’s always worth it. It’s the same core value of Badger. Badger gives you more time to meet customers and sell product. We lower the opportunity cost of doing business, just like a great sales team. The biggest mistake is to choke your sales team and their resources.

That’s rare to hear from CEO, and I think it comes from the fact that you’ve been in their shoes.

It’s tough to be a coach if you’ve never been a player. Selling to salespeople gives us a unique perspective into sales organizations. We gain insight into the day-to-day reality of the sales rep, which management isn’t always connected to. You can’t manage from a sales sheet, it’s an art and a science.

Who is your ideal customer/candidate:

The field salespeople. If you do 3 meetings a day, we help you get the 4th. The busier you are, the more we help you.

You can start a free trial of Badger today to see how it will help your sales team

 

Tips for Staying Healthy on the Road

Working in field sales has a ton of perks. You get to travel to new places, meet new people, and dine in different restaurants. Outside of closing deals, some sales reps like the lifestyle so much, they compare it to vacationing while on the job. Now I’m jealous. But regardless if you feel like your career is a continual retreat or not, life on the road can start to catch up with you if you are not proactive. Here at Badger Maps we understand the traveling sales person’s lifestyle and we want to give you some tips about staying healthy on the road as a busy sales rep.


While traveling, every new city comes with the opportunity to try the food culture, hang out with locals, and experience the town.  It’s easy to ditch the once relatively healthy lifestyle you may have had… but then you start to notice some changes.

You may want to get back into shape or train for a marathon next summer, but you are thousands of miles away from your gym. You notice those beers with clients catching up to you, or your motivation is getting sluggish. You toy with the idea of sticking with that healthy diet your significant other pitched to you, but staying healthy on the road sounds impossible. You’re fine stopping by the local fast food joint to grab lunch. You’re tired anyway. Your sleep schedule has been inconsistent and lately you have been traveling between time zones.. The term “jet lag” is now just a usual state.

 

 

Continue reading “Tips for Staying Healthy on the Road”

How to Build a Sales Strategy

In sales, your goal is to develop strong customer relationships and provide your customers with a valuable product and immediate support. In order to do this, you need to hone in on your product and what it provides your customer, becoming a true expert on what you sell. To do this you must first build a sales strategy, allowing you to gain a stronger grasp on your company’s product, brand image, and desired message to customers. Once you’ve effectively learned how to build a sales strategy not only will your current customers feel better taken care of, but your sales will improve substantially.

A strong and effective sales strategy is integrated, well communicated, and clear. This means that with a strategic plan in mind, sales and marketing will be working toward the same goals.
How to Build a Sales Strategy

When evaluating your company’s strategy, take a step back and determine if it’s going to create the right outcome. Think, “Does the strategy point us toward our goal?” “What is our long-term goal as a company?” “Do our objectives align with our strategy?” “Will our tactics meet the needs of our objective?” Getting this in-depth can seem tedious but the importance of clearly defining goals, strategies, objectives, and tactics is apparent once you understand how each builds on the other.

Continue reading “How to Build a Sales Strategy”

How Legendary Salesmen Could Have Used A Route Optimization App

Sales is something that takes tremendous skill, and sometimes, even natural born talent. Many of the salespeople on this list used a combination of both to dominate their industry at the time. In our digital age, we are fortunate enough to have technology that revolutionizes business everywhere: sales software. Specifically, the route optimization app (ROA). ROA is the perfect tool for making the most out of your time, especially for a salesperson who is hitting the pavement hard. Although these sales people were stellar, they could’ve done even better with routing software.

Continue reading “How Legendary Salesmen Could Have Used A Route Optimization App”