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Why you should outsource your appointment setting during uncertain times

Why you should outsource your appointment setting during uncertain times

Keeping your sales pipeline full of fresh leads is fundamental to business development, especially during uncertain times. If your pipeline dries up, it will have a knock-on effect on your future sales opportunities and your revenue. B2B appointment setting is crucial for businesses looking to generate qualified leads and maintain a consistent pipeline. More and more businesses are outsourcing the appointment setting aspect of their business development process and have found it to be a …

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Easy ways to connect with more prospects

Easy ways to connect with more prospects

Are you looking to connect with more prospects, easily and virtually? As salespeople, our ability to connect with people is vital to our job. With travel bans, in-person meetings on hold, it may be proving a challenge to meet new prospects. We wanted to share some of our favourite ways of reaching more prospects. Convert website visitors Too often websites are not set up to convert visitors into customers. Your website may have a contact …

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Sales metrics that improve your bottom line

Sales metrics that improve your bottom line

Using sales metrics can take your sales team to the next level. If you are trying to improve your sales performance, you have two options; you can make changes based on your gut instinct, or you can use sales analytics to make the decision. Sales analytics is using sales data to create actionable insights that will help improve your sales performance or to determine the success of your sales team or sales campaign. And it …

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three sales sins to avoid

Three sales sins to avoid

As businesses are eager to make up for any downtime over the Covid pandemic, salespeople might be overeager to meet their sales goals or make up for missed opportunities. After a quiet spell, some salespeople might be tempted to take shortcuts. Although we all aim for the low hanging fruit, and rightly so. Go for the easy money, when appropriate. We want to avoid a few of the other shortcuts that might be tempting us. …

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mid year sales review

Looking at the first half of 2020: mid-year sales review

I’m an avid reader of the predicted sales challenges for each year. Back in September 2019, I read a blog on the top sales challenges facing salespeople in 2020. Coronavirus wasn’t on the list. Everyone had to adapt quickly, the way we worked changed, buying behaviour changed. Sales teams became more remote and the world bootstrapped. But we also became more compassionate and empathetic to our salespeople, our clients and our prospect. Humility and kindness …

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b2b high performance salesperson

5 skills of a high-performance B2B salesperson

Every B2B sales rep needs a wide range of skills and techniques to be successful. Identifying exceptional reps takes a lot more than just looking at their conversion rates; you need to look at their mix of soft and hard skills. Soft skills are the skills that complement sales skills. If you want to be a high-performing sales rep, it is worth spending time developing these five skills. 1. Empathic communicators As a salesperson, communication …

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Is emotional bias causing sales forecasting problems?

Is emotional bias causing sales forecasting problems?

We all get a natural high when we come out of a sales presentation, especially when we feel like we nailed it. As a sales rep or sales manager, I am sure you can relate; you get out of the presentation feeling like they loved it, and they are 100% sold. You can’t stop thinking that it is a done deal.  But if you take a step back, are your emotions driving forecasts rather than …

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How to improve your sales pipeline

How to improve your sales pipeline

Your sales pipeline is the lifeline of your business. Keeping it healthy is crucial to keeping your sales going. You need to be on top of your pipeline. Here are four ways to improve your sales pipeline for a better sales experience: Prospecting continuously If you or your team slow down on prospecting your pipeline will start to shrink. This can happen when your team becomes complacent or when targets are set too low. When …

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Building prospect and client relationships online

Building prospect and client relationships online

We are living in the world of virtual meetings. You might feel more exposed because you are on camera and in the spotlight. Conducting online sales meetings are essential for building some rapport with your prospects and sales team. Technology has made virtual meetings easy and effective. However, you need to practice being on camera. Prepare for a virtual meeting as you would for any meeting, do your research, prepare your demo, map out your …

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Why do salespeople win or lose a sale?

Why do salespeople win or lose a sale?

When we win a sale, we put it down to our sales expertise, our talent and the quality of the solution. When we lose a sale, we put it down to the customer not being ready to buy, or the price or something someone else did. Most of us don’t take time to reflect on the reasons why we win or lose a deal. However, if we don’t reflect, we don’t learn. Here are some …

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