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The Secrets to Engaging Business Buyers on the Phone
"Stop selling. Start helping." — Zig Ziglar When you’re on the phone with a business prospect, you likely have a goal of creating a sales opportunity or making a sale. Since you have quotas to meet, it’s not surprising that you’re laser focused on selling. The only way you’re going to sell anything to other business people, however, is to help them to solve a problem. So when you make a business phone call, imprint the wise words of Zig Ziglar on your brain. “Stop selling. Start helping.” That’s the key to engagement. That said, it’s easier said than done. You need to know the secrets to putting your prospect’s problem in the forefront. Here are six steps you can take during a business phone call to help your potential customer.
3 Inside Sales Techniques that Work Surprisingly Well
According to the Harvard Business Review, more and more sales organizations are shifting their resources from field to inside sales. That’s because inside sales is not only cost effective, but it is also delivering the goods. This begs the question, “How do you get the most out of your inside sales initiative?” Here are three inside sales techniques that put you in the driver’s seat, moving forward as fast as possible on the road to delivering increased sales.

The Essential Capabilities for Response Handling

Written by Wednesday, 22 June 2016 00:00
The Essential Capabilities for Response Handling
It is possible to have too much of a good thing. Scarfing up a whole box of chocolates at one time, for instance, might fall into that category. A more work-related example is when the phone starts to ring off the hook. It’s what you always dreamed of, so how could you possibly have too many phone calls? If you can’t keep up with answering them, however, you have too much of a good thing. Another frustrating situation is when leads pour in from your latest e-book, and you can’t respond rapidly enough to the interest you’ve generated. When you can’t answer your calls or follow up on content downloads, it put the results of your marketing efforts at risk. That’s because you’re 21 times more likely to qualify a lead that you call within five minutes than let response time stretch to 30 minutes. Those statistics are stunning but…
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…