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The Conversation Patterns of Winning Sales Calls

Written by Wednesday, 13 September 2017 00:00
The Conversation Patterns of Winning Sales Calls
It seems like you put endless amounts of time and energy into generating leads. But to what effect? Too many of them turn into dead ends.It’s not surprising that you’re frustrated. Your leads should be converting at higher rates. And while you’re upset that your company’s salespeople aren’t squeezing the most out of each lead, they’re complaining about quality. Perhaps your reps are working hard, but they simply don’t know enough about the science of sales conversations. What works? What fails? Thankfully, because of Big Data, the answers to these questions are becoming clearer. It’s revealing the secrets of top performing sales reps. In fact, the self-learning conversation analytics engine Gong has analyzed hundreds of thousands of sales calls to determine how calls that convert differ from average calls. Here are some of the fun facts they discovered:

Today’s Essential Inside Sales Technologies

Written by Thursday, 07 September 2017 00:00
Today’s Essential Inside Sales Technologies
“Our research shows that inside sales roles are growing 15X faster than outside sales.” — Mary Shea of Forrester Research. If you’re managing B2B sales, you’re likely either expanding your in-house sales team or seeking to grow it by outsourcing some or all of the function. Much of the tremendous growth spurt of the inside sales function is due to technology which has enabled reps to be productive without the cost of face-to-face meetings. So, whether you’re using internal or external resources, understanding the technologies that provide the foundation for success is essential. As a telemarketing company that serves B2B organizations, we know the ins and outs of technology. After all, our success depends on it. So to save you some time when assembling your technology stack, here’s an inside look at what works for us.
How to Integrate Field and Inside Sales and Win More Deals
The field sales person used to be a lone ranger. He operated beyond the walls of the corporation, with his own schedule and tactics. Yes, he’d call in once in a while for help from customer service and marketing, but his efforts were not part of a finely orchestrated sales strategy.Today the tides have turned. Technology has enabled inside sales people to be more efficient and successful in working with prospects and customers. CRM keeps the sales process organized, the Internet provides ready access to research, emails and social media aid in communication and online meetings can often achieve as much as the face-to-face alternative. At the same time, field sales people earn 12-18% more than inside sales people. Plus, there are associated costs of travel and downtime while en route to the next client. Therefore, it’s not surprising that inside sales is growing at an average rate of 7.5%…
Account-Based Marketing: Getting the Most out of Social Media
“Succeeding in business is all about making connections.” — Richard Branson When you bake a chocolate cake, missing one ingredient can lead to disaster. Without baking powder, it goes flat. Without the sugar, it’s bitter. The same applies to the outreach tactics for account-based marketing. When you mix them together, they all work harder. I’ve previously written about two ingredients for successful account-based marketing — phone calls and personal emails. Today, let’s dig into the third — social media. How do you leverage social platforms the right way?You have to approach social media outreach carefully because, contrary to some beliefs, it is not advertising. It’s more like an ongoing business networking event that you can attend at your convenience. It’s helpful to think about business functions where you meet in person. Have you ever been to one where someone has approached you to sell you their product or service? How…
5 Resources to Use for Quick and Easy B2B Prospect Research
The Need for B2B Prospect Research The more you can personalize your communications with B2B prospects, the greater your competitive advantage. Because of this, marketers and salespeople are scrambling to learn more about their prospects than ever before, including everything from firmographics to insights on individual personalities. To communicate in a way that’s relevant, you need to dig deep to understand: The market in which target accounts operate Company growth, profitability and strategies Buying team structure and key players Your business’s connections to the account. Has anyone in your organization interacted with the account in the past? Do you have any links to them based on education, employment history, interests or group memberships? Which accounts are sending signals online or offline that they intend to buy? How can I best communicate with prospects based on their personalities? But how can you do the research efficiently and effectively?