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How to Get Business Development Reps to Listen Better and Sell More
“Become genuinely interested in other people.”— Dale Carnegie Are your salespeople extroverts, introverts or ambiverts? We tend to think of salespeople as extroverts with the gift of gab. A study, however, published in Psychological Science dug into the personality traits of those who are most successful in sales. It turns out that those who fall in the middle of the scale of introversion to extroversion, the ambiverts, are most effective. Based on the sales of 300 salespeople over a three-month period, the ambiverts brought in an impressive 32% more revenue than the extroverts and 24% more than the introverts. That means even the introverts outperformed the extroverts. These stats raise an interesting question. Why are the ambiverts and introverts out-performing the archetypal salespeople —those who are outgoing, talkative and love the spotlight?
B2B Sales Acceleration:  How to Help Buyers Buy
B2B sales acceleration is all about closing more deals faster. When people think about speed, technology often comes to mind. There are, of course, many technologies that accelerate sales, but there’s one that you may not have considered. According to an article in Forbes by Ken Krogue, one of the keys to sales acceleration is to pick up the phone. While new, shiny tools are exciting to marketing leaders, in the end, what’s most important is increased sales. It turns out that to help buyers buy, which is what you have to do to sell faster, you actually have to talk to them. What’s interesting, however, is that you don’t need to have a face-to-face conversation. This isn’t just speculation. Research proves it. The Data Tells the Story InsideSales.com showed that on average inside sales teams close deals in 69 days while outside sales take 144 days. A little math…
Inbound Lead Conversion Tips You Need to Know
As a B2B marketer, it’s easy for you to get caught up in lead generation. After all, you often get measured on the number of leads you generate and even the cost-per-lead. But the truth is, none of that matters unless the leads convert. Inbound leads without a strategy for conversion are like kindling and logs without a match. One won’t ignite your sales. The other won’t start a fire. The leads, however, are the starting point. If you have them, that’s great. Now you just need the match that ignites leads and transforms them into sales. You can find it in these inbound lead conversion tips.
The Essential Role of Telemarketing in Account Based Marketing
“More than 60 percent of companies plan to invest in technology for ABM to better align sales and marketing over the next twelve months.” — Sirius Decisions, 2015 State of Account Based Marketing Account based marketing (ABM), a term coined by ITSMA in 2004, is not new. As shown by Sirius Decision’s research, however, it is gaining traction. Companies are voting with their wallets by investing in technology to support the strategy. What Is Account Based Marketing? Account based marketing recognizes that large organizations have tremendous sales potential, and each should be treated as its own market. Instead of fishing for business with a net, this strategy is like fishing with a spear. There is no waste. Vendors identify their targeted large accounts and focus on each holistically. With some Fortune 500 companies reaching revenues higher than the GDPs of some nations, there’s a strong rationale behind this approach.
8 Sure Signs You Should Outsource Your Telemarketing
“If you deprive yourself of outsourcing and your competitors do not, you’re putting yourself out of business.” — Lee Kuan Yew With today’s technology, work can be done anywhere, not just within the walls of your company. This new reality opens the door to many possibilities for achieving business goals. For one, you can outsource your telemarketing program. But how do you know if outsourcing is the right decision for you? If you’re not sure, look for these signs. Any one of them could mean that you’d be better off outsourcing your telemarketing than trying to tackle the task internally.