You know that not all B2B customers respond to the same sales pitch. Each prospect poses a unique set of challenges because they each have their own buying process and specific needs. For this reason, the sales strategies you apply to larger organizations versus small and medium-sized businesses (SMBs) should be different. SMB selling has its own set of rules because SMB buyers tend to want more insight, reassurance, and information before they are ready to make a purchase. For SMB sales, buyers want to take the time to learn all they can before making a decision. A mistake with…
What weird and uncertain times we are in! Especially for field salespeople. The pros who live for the road, popping in on clients, building on relationships, closing deals. Being trapped at home can truly feel like a cruel and unusual punishment. But things are different now. Our world is shifting. It is not business as usual. People are afraid. Afraid of getting sick, losing money in their retirement, not having enough to eat, not being able to pay their mortgage, spending money, etc. It’s times like these in which even the most committed sales professionals might think: “I…
In any company, the sales and marketing teams are the most important players when it comes to getting more customers and closing more deals. So, it’s important to ensure both teams can work together to successfully push customers through the sales funnel. However, the sad reality is that many marketing and sales teams fail to maintain a healthy relationship and often have communication problems. And guess what? This doesn’t benefit anyone. So what’s the solution? Companies need to bridge the gap between their marketing and sales teams. Good communication between these two entities will help create a powerful brand and…
Sales meetings are extremely important for every business, regardless of the industry. In these meetings, the sales department finds ways to improve its operations to reach the company’s goals. Managers generally use these meetings to ensure that the whole team is on the same page and that reps have all the tools they need to reach their quota. However, sales team meetings often lack direction and purpose. They are usually scheduled at bad times and take too much time away from what sales reps should be focusing on - finding new prospects, meeting with clients and closing deals. Therefore, it is…
One of the most important aspects of sales is the buyer's confidence in the seller. If a potential client doesn't trust you, how can they trust what you are selling? A trustworthy salesperson stays top of mind with customers and is the first person prospects go to for a solution. If you’re wondering how to become that type of salesperson, these 5 tips are for you! 1. Listen to Empathize A vital skill for any salesperson is knowing how to listen to empathize, not listen just to sell. People are naturally cautious and don’t like to feel that they are…
You know that not all B2B customers respond to the same sales pitch. Each prospect poses a unique set of challenges because they each have their own buying process and specific needs. For this reason, the sales strategies you apply to larger organizations versus small and medium-sized businesses (SMBs) should be different. SMB selling has its own set of rules because SMB buyers tend to want more insight, reassurance, and information before they are ready to make a purchase. For SMB sales, buyers want to take the time to learn all they can before making a decision. A mistake with…
What weird and uncertain times we are in! Especially for field salespeople. The pros who live for the road, popping in on clients, building on relationships, closing deals. Being trapped at home can truly feel like a cruel and unusual punishment. But things are different now. Our world is shifting. It is not business as usual. People are afraid. Afraid of getting sick, losing money in their retirement, not having enough to eat, not being able to pay their mortgage, spending money, etc. It’s times like these in which even the most committed sales professionals might think: “I…
In any company, the sales and marketing teams are the most important players when it comes to getting more customers and closing more deals. So, it’s important to ensure both teams can work together to successfully push customers through the sales funnel. However, the sad reality is that many marketing and sales teams fail to maintain a healthy relationship and often have communication problems. And guess what? This doesn’t benefit anyone. So what’s the solution? Companies need to bridge the gap between their marketing and sales teams. Good communication between these two entities will help create a powerful brand and…
Sales meetings are extremely important for every business, regardless of the industry. In these meetings, the sales department finds ways to improve its operations to reach the company’s goals. Managers generally use these meetings to ensure that the whole team is on the same page and that reps have all the tools they need to reach their quota. However, sales team meetings often lack direction and purpose. They are usually scheduled at bad times and take too much time away from what sales reps should be focusing on - finding new prospects, meeting with clients and closing deals. Therefore, it is…
One of the most important aspects of sales is the buyer's confidence in the seller. If a potential client doesn't trust you, how can they trust what you are selling? A trustworthy salesperson stays top of mind with customers and is the first person prospects go to for a solution. If you’re wondering how to become that type of salesperson, these 5 tips are for you! 1. Listen to Empathize A vital skill for any salesperson is knowing how to listen to empathize, not listen just to sell. People are naturally cautious and don’t like to feel that they are…
