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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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Understanding Business Pain Points in sales

Understanding Business Pain Points in Sales

We’ve all felt the pain of selling to people who didn’t, can’t or won’t buy. Not only is it a drain on your team, their productivity and motivation, but it has a knock-on impact on your budget. Your team need to be focusing on prospects who are willing and able to make purchase decisions and have the budget authority. On top of that, you need to know if the business has pain points, what they …

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Here are 5 things that you can start doing to improve your sales qualification:

Five things to start doing to improve your sales qualification

As salespeople, we are always looking to increase our chances of closing sales. And often we over-focus on the close and under-focus on the groundwork that leads to a successful close. As a salesperson, you are looking for prospects that fit into your ideal customer profile. If a prospect is not a good fit, it may be time to walk away. Effective salespeople are excellent at sales qualification. They take the time to ask the …

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Send an email or pick up the phone? When to use for first contact

Send an email or pick up the phone? When to use for first contact

The way you make the first contact with a prospect will have a significant impact on your response rates. If you find that you can’t decide whether to call a new prospect or send them an email, then think about which is most appropriate for that prospect. Phone or email? As a sales rep or manager, you know that for a follow-up, the right approach is phone and email. But for the first contact, that …

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soft sales approach

How to adopt the soft sales approach

In last week’s blog, we covered the differences between the hard sell and soft selling. The soft sales approach is a more indirect approach, using subtle persuasion. It is centred around building trust and rapport with the prospect. The soft sales approach isn’t passive. You need to put in a lot of work to keep the prospect moving in the right direction. Looking at how you can add value to a prospect, it may be sharing …

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hard sell vs soft sell

Hard vs soft-sell – Which works best for you?

Both the hard sell and the soft sell have their place in the salesperson’s toolbox. Deciding which one to use will depend on your personality, the industry you work in and the prospects you tend to attract. The hard sell A hard sell is a more direct approach to asking for the sale. It may start with a cold email asking to schedule a phone call. It may then lead to an invitation to do …

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sales prospecting techniques

4 simple sales prospecting techniques

Salespeople tend to dislike sales prospecting. But it’s a vital part of sales. If you don’t prospect, you don’t have leads. Because of the general dislike towards prospecting, salespeople often stick to old, outdated techniques. Every organisation and industry will have a collection of lead generation techniques that work best. And they should be a combination of inbound and outbound. Inbound leads are warmer, tend to have a higher closing rate and a quicker sales …

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speed up sales cycle

Easy strategies to speed up your sales cycle

How quickly you can effectively sell can have a significant impact on your bottom line. As Sales Managers, we are always looking for ways to speed up our sales cycle and increase our sales revenue. Every sale is different. There is no way to predict the entire sales journey for each prospect. Gatekeepers, blockers and other variables are so interchangeable that it is impossible to make a one size fits all process. You can create …

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closing

Our four favourite closing techniques

Closing is exciting. It’s the moment that you find out if all your hard work and determination has paid off.Think back to your very first sale; can you remember how daunting it was to try to close the deal? Can you remember the rush of your very first deal? I can, I remember the nerves kicking in, the excitement, and big adrenaline boost from the yes. It was everything. As salespeople, we live for that …

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Hot off the Press!!

IntegriLeads were delighted to be approached by The Laois People and asked to be on the cover of their latest edition. We had great fun on the day and it was a great experience for us. As a company who schedule quality appointments for businesses in the IT space, it is always a welcome opportunity to explain to people what we do. There are many people who rely solely on MQL’s etc and IntegriLeads are …

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