April 18, 2014 by
Outside sales is a profession in flux. The growth of digital commerce has reimagined the ways reps can reach out to potential customers, as well as how those customers want to make their purchases. And sales as a whole has expanded to incorporate new approaches beyond the basic outside versus inside division. Yet in the face of all these changes, successful companies are preparing their reps in the field to deal with those issues.
What businesses are excelling in this new marketplace? What steps lined their paths to success? We chatted with Paul McCord, president of sales training company McCord Training and Development, to get his insights about what makes these companies tick.
April 17, 2014 by
Successful businesses are masters of productivity – if you want to mimic the masters you must identify the bottleneck effect that is standing in the way of your sales team’s productivity. And we aren’t talking about busy work “productivity.” We are referring to the kind of productivity you want to see from your sales team: closed deals and smart sales analysis.
We’ve outlined four indicators of a jammed up bottleneck and laid out a plan for clearing it. Use this post to spot opportunities and clear the path for increased sales productivity – the kind of productivity that actually matters. Say goodbye to the bottleneck effect forever.
April 16, 2014 by
Ask a sales trainer or a management consultant what’s needed to increase your sales productivity and you’ll get a pitch for a massive change in the way you do business.
That’s fine (hey, they have to quota, too), but in most cases you can improve sales productivity by making minor tweaks in what you’re already doing. Here’s how:
April 15, 2014 by
Base is making it easier to schedule and track appointments with customers. We’re pleased to introduce Base Appointments. Use Appointments on your phone, tablet or computer to schedule meetings, send invitations and track meeting history with your customers. Next time you log into your Base account, you will notice a new tab at the top of your screen with today’s date. This calendar will display all of your appointments and tasks with due dates. (more…)
April 14, 2014 by
To celebrate the launch of his new book, “The New Rules of Customer Engagement,” we partnered with Daniel Newman to give the digital version of his book away for free!
This post discusses some key customer engagement strategies, as it applies to sales professionals. At the end, you’ll find the link to download the entire book for free.
April 11, 2014 by
There is no simpler and faster strategy to grow your sales than to effectively follow-up on 100% of your sales leads. Great sales lead follow-up can be the engine of sales growth. I have worked with companies and salespeople that have doubled their sales in just a few short years merely by changing their procedures for following up on their sales leads. This isn’t a difficult task. The question is: what’s holding you back?
April 10, 2014 by
Today, we’re rolling out Scoring for Leads and Deals in Base Enterprise, as part of our mission to bring you intelligent business software that helps your team make the most informed decisions possible.
Scoring rates your Leads and Deals based on what’s important to your organization, and can save your team significant amounts of time by prioritizing opportunities that are good fits for your business.
April 9, 2014 by
Sales consultant and author, Nancy Bleeke, shows sales managers how to identify credibility-crushing sales conversation habits and coach their reps on how to change the conversation.
You work hard to generate leads for your sales team and establish credibility for your company, brand, and product. But do your sellers build their own personal credibility when they are in the hard-earned conversations with your buyers? Or do they unknowingly kill sales opportunities with seemingly little habits that trash their credibility?
Credibility is the quality of being believable or worthy of trust. It’s a necessity for earning the sale now more than ever.
The transparency afforded by the internet means that the reputation and actions of an individual are available to anyone who looks. Buyers can easily “Google” the seller before or after their meeting as they seek to determine whether they are credible. But what the seller does during the meeting with the buyer matters most.
There are many ways to build credibility and there are three seemingly conversational habits that will kill it.
April 8, 2014 by
Wednesday’s seminar with Craig Wortmann, CEO of Sales Engine, and professor of Entrepreneurial Selling at The University of Chicago, was our best attended webinar to date! If you missed it, make a priority to watch a recording of the chat by clicking here.
We had a lot of questions from our audience, and since we weren’t able to answer all of them in the time allotted, Craig and I will do our best to answer them here.
As a refresher, during the online seminar, we discussed some of the most pressing questions that sales leaders should start thinking about if they are looking to build or sustain a powerful sales organization. Among our discussion, we covered several subjects including:
The 3 most crucial sales challenges of today
What happens to the sales department in 2020
An Art vs. Science sales debate
Why sales productivity can be lacking
So here we go. Here are our best answers to questions the audience had.
April 7, 2014 by
If you’re in B2B sales, this is a must read. Software Advice recently analyzed data collected from 6,000,000 unique visitors to the Software Advice website to shed light on when B2B buyers perform research on the Web, when they convert on a website and the best time to contact them. The data is compiled in the Online B2B Buyer Behavior IndustryView Report, which you can access here.
In this post, we’re highlighting the key findings in the report that are most relevant to inside sales professionals: