As an outside sales representative, you know your career is not a walk in the park. Every day you face a good amount of rejection, long hours, and a constant fear of falling short of your quota. Not everyone is carved out for this type of job, as it takes certain personality traits and qualities. Not only do you have to close deals, but you also have to hustle through each long day of work.
So, is outside sales representative the right job for you? One way to find out is by taking a personality test. Two different tests–the Big Five Personality Test & the Myers Briggs Test–are quick methods for determining your key personality traits, and if you’ll enjoy outside sales.
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Most people think that LinkedIn is for finding jobs and sending resumes. But, the future of sales lies in social media channels. Your most qualified leads are waiting for you to reach them. There are more than 450 million members of LinkedIn. That might seem like an overwhelming number of potential leads, but there are tools to help you out. So, how can you filter through profiles to find new customers?
LinkedIn is a powerful channel overflowing with referrals and connections. Building a presence on LinkedIn brings more eyes to your product. It’s tough to limit your portfolio, product, and personality to a page, but with these simple steps you’ll draw in traffic and leads.
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Customer engagement. Seems obvious, right? Salespeople and sales managers gain more insight from knowing how prospective customers are engaging, than they get from making outbound calls. For example, would you feel more confident with your pipeline if you knew you sent 500 emails or if you knew your 500 emails received 50 responses? You’d prefer to know that 25% of the presentations you sent out were actually opened instead of how many presentations are being sent.
While engagement data is valuable, it’s a challenging metric to track. Sales tools and customer relationship management systems (“CRM”) don’t always represent true customer engagement.
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The idea of speaking in public freaks you out. News for you: Following these few tips will skyrocket your pitching skills and cure your sales pitch anxiety.
The first step to cure sales pitch anxiety is to be aware that it’s totally normal to be nervous before a public pitch. The stakes are usually high and this automatically sends your pulse racing, but you’re not alone. You can turn this nervous energy into a powerful pitch.
Firstly, you need to understand where the anxiety comes from. There are different drivers that can make your hands sweaty and your knees shake.
Pitch anxiety usually derives from 3 different factors:
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Every organization has a different sales team structure; some create a distinction between sales roles, others don’t. An organization with a well-defined structure will have a marketing team that generates leads. their sales development reps hone in on new sales opportunities and pass them on to inside or field sales reps to close deals.
For the purpose of this post, let’s consider a separation between sales roles.
Which Actions Should Sales Development Reps Take?
The article “The Key to Sales and Marketing Alignment: The Sales Development Rep” explains that SDRs fill one purpose: setting appointments with qualified leads for account executives.
Just because a lead downloads a white paper doesn’t mean he or she is a clear-cut customer. It’s up to the marketing team to judge if the lead is hot and send it to the sales team.
Depending on the size of the company and the resources used, the marketing team uses a lead scoring solution such as SalesWings website tracking and lead scoring or a marketing automation solution such as Marketo.
An SDR must nurture and contact qualified marketing leads at the right time.Following up with clients that are not hot leads robs time from a lead that could turn into a customer.
The marketing team qualifies and passes leads to the SDR. It’s the SDR’s responsibility to do more research and follow up.
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Are you struggling to find new ways and techniques to convert more leads into customers?
Here are 9 tips to convert leads into customers. Simple things, great impact.
1. Communicate value first
Focus on bringing value into the life of your customers. People dislike those who only care about getting a sale out of them. Aim to improve your customer’s life and focus on addressing your customers needs.
People don’t care about your solution, it’s all about their relief. Act as a mentor with great expertise in your field of operation. If you are the point of contact for potential customers, they will also trust your judgment and solutions to their problems.
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Good sales managers and sales reps won’t just accept that a deal was lost – they’ll want to know how it can be prevented in the future. In understanding the reasons your team is losing deals, you can take the steps necessary to make changes and boost revenue.
So take a step back and evaluate your sales process. Making one or more of the following mistakes can deter a prospect, stall a deal, and even cost you the opportunity. But these actionable insights will help you pull prospects through the pipeline.
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Sales territories are an effective way to divide up a company’s salesforce. Sales territory management enables sales reps and managers to better segment their customers and delegate responsibilities. If you’ve been assigned a territory, you’re probably a little apprehensive about your next steps. You now have an entire sector of customers to single-handedly maintain. Fortunately, there are many helpful tools and tricks out there that can assist you in better sales territory management.
Sales territories may seem daunting at first, but with the right approach, they can actually simplify a sales rep’s life by grounding them to a structure. Here are some techniques to help you improve your sales territory management.
Sales training has a direct connection to profit. How? Revenue is the primary measure of your company’s success. Your revenue is directly related to your sales. Your sales team performs as well as they’re trained. If you want to drive results for your reps, team, and company – sales training is the most important investment you’ll make.
Companies in the U.S. feel the same way. They spend $20 billion a year training their sales reps.
The problem is that sales training is a broad and complex topic. This guide is designed to be your complete sales training resource. Inside, you’ll find information on sales training types, programs, strategies, and more.
Proper sales training reinvigorates your team and revenue. Study this guide to make your investment sales training as valuable as possible.
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Every minute of your day is booked. Every second is filled with stress. You snooze your alarm for the third time this morning only to realize you’re already late for work. You miss breakfast and grab coffee on the way – only to spill it on your nice, clean shirt.
You’re 35 minutes late to the office. Everyone you call gives you a hard time. You try your best to hook new leads, doing everything you can to keep the sale on the line, only to have that client wind up in the arms of your biggest competitor instead.
As the day drags on, only two things are on your mind – your quota and your family.
If you’re a salesperson, this probably sounds familiar, right?
Stress management is becoming increasingly important in the modern age, where sales has become much more competitive.
This post will give you a foundation you can use to manage the stress you encounter day-today. For an in-depth guide, check out the Complete Guide on Stress Management Techniques for Salespeople!
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