In 2020, B2B teams had no choice but to adjust to remote sales. While virtual meetings and events left many organizations scrambling to maintain lead generation and pipelines, other companies flourished. The key difference between the two was a willingness to adapt, evolve, and experiment with new tactics.
To create an agile team that will thrive in a virtual, in-person, or hybrid environment use these five strategies (backed up by expert insights).
The biggest cliches often hold truth in them. When it comes to sales and marketing, it’s said that they seem to be on separate islands. A bit weird, since there are no teams closer related to each other than these two. They both want the same thing: make your business successful by selling more. Sales… Read More
The role of a sales rep has evolved to the point where they now have the flexibility to work from wherever, whenever. This flexibility allows companies to hire and attract talent that would have been unavailable to them in the past and many are taking advantage by hiring remote sales teams. Studies show that remote… Read More
In my experience, one of the hardest skills to master as a sales executive is the art of conversation. Most sales reps get into the business of selling because they are personable, friendly and extroverted. In short, they enjoy meeting new people and talking, talking, talking. Consistent closers know it takes a lot more than… Read More
Estimated reading time: 24 minutes There’s an old joke in sales about selling products at a loss but making it up on volume. A common complaint from sales teams is: we can outcompete and make more sales simply by reducing prices. But if you’re competing on the basis of having the lowest price, you’ll always… Read More
The role of an SDR has evolved from the days of cold calls and product pitching to a modern, more comprehensive and personalized approach to selling. Today, SDRs are very much aware of their potential client’s needs. Sales reps have taken on the role of thought leaders and influencers, in a bid to earn the… Read More
Your sales team must assume the customer either understands their own problems fully, partially, or not at all. The question is, are those assumptions correct? Jeff Thull, in his best-selling book Mastering the Complex Sale, talks about the evolution of B2B selling over the years, from a product-oriented approach to today’s full diagnosis of the customer’s problem.… Read More
If you’ve ever worked in sales you might have had the experience where you met the perfect person, at the perfect time, looking for your exact solution. They did their research, were a decision maker, and were ready to pull the trigger. Also known as the perfect sale. But unfortunately not all sales calls, demos, and… Read More
Expertise marketing is the process of demonstrating your expertise to a target market so that the buyers in that market become aware of what you know and have done. This practice will draw target clients to you. Social media is the perfect venue for expertise marketing. Here is how you can incorporate expertise marketing into your… Read More
Max Altschuler is the co-founder of the sales blog, SalesHacker and its growing empire of conferences and books. What career advice would he give to his younger self? “The 18-year-old me wouldn’t have listened so it really doesn’t matter,” laughs Altschuler. At 28, however, he does have some suggestions for other young people starting their… Read More