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7 things salespeople must know before calling your prospect

7 things salespeople must know before calling your prospect

You only get one chance to make a first impression. If you mess it up, you don’t get a second chance at it. That is why being prepared for the initial call with the prospect is so important. When you are juggling a lot of leads and prospects, you will have a lot of information to keep on top of. You want to make sure that each prospect feels special and important. Prospects want to …

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How to handle “It’s not a good time to buy”

How to handle “It’s not a good time to buy”

Have you ever been speaking with a prospect consistently, it looks like your solution is perfect for them? You are ready to organise a demo or presentation, and suddenly you are being pushed it out to the next quarter, year? It is hard to let go of a deal that you’ve spent quite a bit of time working on. The timing objection can be used by a prospect to stall the sales process or to …

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Are your sales tactics past their best before?

Are your sales tactics past their best before?

Some sales tactics are so out of date that they don’t work anymore. If you want to impress your prospects and meet your sales goals, then bypass these old school techniques. 1. Selling to anyone and everyone You don’t need to sell to anyone. Sell to people who need your solution. You may be talking to someone who is a good fit for your solution, but they may not be a good prospect for you. …

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How to qualify a prospect’s budget early

How to qualify a prospect’s budget early

Qualifying your prospect’s budget can be very difficult for any salesperson. It is often done at the wrong time in the wrong way, and it can end a relationship with a prospect. Typically we want to get the budget qualification over and done with, so we generally look to get straight to the point by asking “Do you have a specific budget available for this?” By being so direct, you run the risk of turning …

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How Sales-Marketing alignment generates better leads

How Sales-Marketing alignment generates better leads

When marketing and sales seamlessly work together, following a preplanned, unified strategy, it is a recipe for success. In large businesses, departments are more siloed and can seem like a law unto themselves. With the current COVID pandemic, teams may be physically isolated and have little to no interaction. Collaboration between sales and marketing is the best way to improving lead generation and increasing conversions. Every business is looking to boost sales and become more …

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Asking tough questions uncovers the real reasons prospects buy

Asking tough questions uncovers the real reasons prospects buy

Questions are a big part of sales. They are what drive a sales process forward with a prospect. It is also the opportunity to give value to a conversation and gain insights on your prospect.  Asking tough questions can be daunting for any sales professional, but it pushes a prospect to think about their situation differently. And it pushes the prospect to think about solving the problem and what that solution might be. So why …

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sales prospecting

Sales Prospecting is a lot like fishing

You can have the best bait, and be at the right spot at the right time, but there’s still no guarantee that your prospect will bite. It’s no secret that prospecting is one of the biggest challenges that businesses will face. Many sales teams don’t have a solid prospecting plan, or they are using outdated methods that are not always the most effective. You might be lucky enough to have new clients will magically appearing …

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Are you careless with your cold emails?

Are you careless with your cold emails?

It is not hard to write a cold sales email. Taking the time to research a prospect and send a useful, relevant email is not massively hard. But often, it can be easy to be careless with your cold emails. A prospect can spot a lazy cold email; it won’t help you build credibility with the prospects, and it will ruin your response rate. You only have a few seconds to make an impression, so …

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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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