September 18, 2018 – Prospecting

According to HubSpot research, 81% of prospects think being contacted by a sales rep on Facebook is inappropriate as opposed to just 34% on LinkedIn. Twitter is considered fair game. Therefore, consider the medium when determining outreach to potential clients on social media.

September 11, 2018 – Presenting

Limit the amount of information and words you provide in PowerPoint slides. Presentations are about you speaking and engaging with clients, not them reading your PowerPoint screen.

September 4, 2018 – Sales Management

Although the holidays are traditionally thought of as a slow time for B2B sales, it can be one of the best periods due to businesses needing to spend their remaining budget before the new year.

August 28, 2018 – Elevator Pitch

The purpose of an elevator pitch is to get a meeting to discuss a mutually beneficial relationship in greater detail – to succeed, you’ll need to show in your pitch how the meeting will be valuable to the customer.

August 21, 2018 – Presenting

Setting an objective and agenda for every meeting with a client is important, so as not to waste anyone’s time. This is especially true for initial meetings with prospects and maintenance meetings with current clients.

August 14, 2018 – Objectives

We all know it’s important to have an objective for a sales call. But what you also need to consider is whether that objective fits with where the customer is located in the selling process and pipeline.

August 7, 2018 – Objections

When a customer says your price is too high, respond by asking them why they think it’s too high. It makes the prospect think critically about why they’re objecting to that number and can potentially uncover the real objection that lies underneath the surface level price protest.

July 31, 2018 – Sales Management

Giving your sales reps some degree of autonomy in their work can increase their productivity, loyalty to the company, and overall happiness.

July 24, 2018 – Business Development

Consider the time, labor, and monetary cost factors and weigh it against the income potential when you’re planning to respond to a request for proposal.

July 17, 2018 – Social Selling

Contrary to popular belief, social selling has a major impact on B2B sales success. Numerous studies have reported B2B sales reps who leverage social media outperform their peers by over 70%.