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
Category: Sales Tips
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
Podcasts are now the go-to resource for the on-the-go salesperson. But with so many shows available, you want to make sure you’re investing your downtime in the right content. Below are our top picks for sales podcasts to get you selling bigger and better. 1. The Sales Acceleration Show Presented by inside sales expert, Gabe Larsen,… Read More
Trish Bertuzzi is the the author of The Sales Development Playbook as well as President and Chief Strategist at The Bridge Group. We asked her what advice she would give to newly minted SDRs. 1. Know your buyer You need to know everything about your buyer, especially if you are selling to a sophisticated… Read More
Business needs are becoming increasingly specific and purchase decision makers have to consider large amounts of variables and solutions from a wider range of suppliers. Consciously creating a set of decision support tools and implementing them will help customers make a purchase decision for your product. Here are a few suggestions to get your started.
What makes a high performing salesperson? A recent study of 250 salespeople carried out by the CRM reviews company, GetApp suggests that modern sales strategy may not be as far removed from the old, ‘Always be closing’, as we may have thought.. Some stats from the survey: Almost half (46%) of sales professionals surveyed see… Read More
Brochures and flyers are often seen as “preparing the ground” for the sales harvest. But they can be expensive to produce and deliver, so they need to work well to be justified. My advice to all clients is: Consider it carefully before going ahead with anything of the sort. Ask yourself: do you really need… Read More
Just as companies are looking to hire the top candidates, you want to make sure the company you’re applying to meets your expectations. This is particularly important for sales positions where good company structure & processes are crucial to you meeting your bottomline. So what are the red flags you should look out for when… Read More
We had a sit down with Kenneth Wagner in Copenhagen, Denmark. Kenneth is Head of Sales and Marketing Effectiveness at Global Newsroom Provider, Mynewsdesk. In our time together, we found out more about what he does and how he makes it happen. The world’s leading newsroom provider Mynewsdesk is the world’s leading newsroom provider, offering… Read More
Hampus Jakobsson talked shop with Optimizely’s Director of Sales Operations, Dan Ross. They got to discussing what tools he uses, what Optimizelys’ sales process looks like and his top tips for sales operations in general. What is Optimizely? Optimizely offers super fast, easy website A/B testing to increase visitor engagement, interactions and conversions. Customers include Disney,… Read More
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