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Is Your Sales Cadence off Kilter?

Written by Jeff Kalter Wednesday, 25 October 2017 00:00
Is Your Sales Cadence off Kilter?
"When your timing is off, so is your stride. When your cadence is off, you’re in deep trouble as a hurdler.” – Rod Millburn In all likelihood, you’re not a hurdler. However, if you’re in sales and marketing, you know you have to overcome a lot of obstacles to land a deal. And cadence is as important for conquering sales hurdles as it is for leaping over a series of high jumps. Get it wrong, and you could fall flat on your face with little to show for your efforts.So what is a sales cadence?A sales cadence is a well-defined process that business development reps use when following up on leads. It’s not simply the number of times a sales person should reach out; it also includes the timing of the outreach and the format — usually a mix of phone calls, emails and interactions via social media. Because what…
5 Ways to Supercharge Your Results from B2B Email Marketing
Despite rumors of its demise, email marketing remains a workhorse for B2B marketing. In fact, 95 percent of B2B marketers use it. Marketers consider it to be the best channel for distributing content, and it also generates revenues. According to Fast Company, for every dollar invested in email marketing, there is a $43 return. That’s a staggering 4,300 percent ROI. If B2B email marketing is worth doing, it’s worth doing right. So how do you maximize your chances of reaping that $43 return … or perhaps even more? Here are some best practices that can increase your chances for B2B email marketing success.
How to Convert SaaS Free Trial Users into B2B Customers
Your company offers an exciting technology product that’s leaps and bounds ahead of the competition. If you could just get your prospects to try it out, they would no longer be able to live without it. It’s exciting when they sign up for free trials. But then, what do they do? In many cases, they never use their trial. How will they ever know what they are missing?To say the least, it’s frustrating. While it may seem as if you’ve accomplished your goal when someone signs up for a free trial, there’s inevitably a big gap between the number of people who sign up and the number who become customers. It’s not just true for your business. It’s an industry-wide phenomenon.
Inside Sales Training: What Your Reps Need to Know to Beat the Competition
According to a study by the American Association of Inside Sales Professionals, the top inside sales challenge is training and development. As a result, almost half (45.7%) are increasing their internal training programs. Training, however, can be a daunting task. After all, inside sales training should be at least as thorough as training for field reps and probably more so. That’s because inside salespeople need the same skills and expertise as road warriors, plus they have additional challenges because they are not face-to-face with the customer. For example, it’s harder to establish rapport with someone when you are not sitting across the desk from them and cannot make eye contact. Likewise, it may be more challenging to understand the lay of the land within a corporation. After all, the rep can’t see whether they are talking with someone in a cubicle or corner office. Here are some key skills and…

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: