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4 Sales Tactics to Adopt and 4 to Abandon in 2020

Any salesperson worth their salt will tell you the only tactics that matter are the ones that produce results. Just let data (and integrity) be your guide.

Anything likely to get your team making more sales or conversions is worth trying, and anything weighing your team down or driving customers away needs to be cut loose.

As customers grow wearier of old-school sales techniques, the key to making more sales is, ironically, to be less sales-like. Read More…

Guest Author

How to maximize the value of sales discovery calls

sales discovery call tips

This guest post is by Sujan Patel.

A sales discovery call is often the point in the sales process where your prospect internally decides whether they’re going to buy or not.

This is likely the first time they’ll have spoken with you at length, so it’s essential to get what you need out of the call while also making a great impression. 

Remember, you want them to leave the call feeling like you’re genuine, have plenty of expertise, and have an authentic desire to help them. Read More…

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Beyond “just checking in”: How to make the most of follow-up calls

sales follow up strategy

Many salespeople have perfected their opening pitch and can nail their first conversation with a prospect. But, what happens when that awesome pitch doesn’t close on the first outreach? 

When it comes time to follow up, how can you re-engage in a way that is just as catchy and compelling as your initial outreach? Many of us fall back on the “just checking in” adage, but there is no real call to action or urgency behind that line and it can lull prospects into a state of complacency.  Read More…

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13 tools remote sales teams can use to work from home efficiently

work from home tools for remote sales teams

With recent events driving most companies to move their sales teams to a remote work environment, many are still trying to figure out sales team productivity strategies and processes.

That may seem like a tough task.

When you consider remote team collaboration, phone and email outreach, live demos, tracking and reporting, there’s a lot to think about.

Fortunately, there are a number of top-tier tools for sales teams that make it easy to keep everyone connected, motivated, monitored, and working productively. Read More…

Guest Author

8 ways to prepare a new salesperson for cold calling

cold call training for a new salesperson

This guest post is by Sujan Patel.

Cold calling can be a thankless job, especially for new salespeople who are just starting out. But the truth is that it’s one of the most efficient ways for your business to capture new prospects. It’s worth the time spent to get it right.

If you’re in charge of training a new salesperson on cold calling, focus less on specific tactics and more on the fundamentals that make cold outreach successful. Here are eight principles that that new salespeople should keep in mind as they’re getting up-to-speed:   Read More…