On this Q&A episode: "What do you do if your competitor's product is better for the client?"Read More
On this Q&A episode: "What do you do when your competitor flat out lies? I'm not talking about a rogue salesperson making up fibs. I mean when their company market materials contain figures that are significantly inflated or entirely fabricated?"Read More
Don't let prospects go silent after responding to a Request for Proposal (RFP). In this Q&A we discuss strategies you can use to increase your chances of closing the deal.Read More
Many sales leaders tend to over-focus on creating scripts for their sales teams. These include prospecting scripts, presentation templates, responses to common objections, and lists of questions to ask buyers. Scripts can be a great learning tool for your team to improve their selling skills, but you should use them with caution.Read More
Ask any sales leader if their team is doing enough prospecting, and they’ll invariably say “No.” Ask sales reps if they should be doing more prospecting, and they’ll grudgingly agree that more prospecting would be better.
The benefits of sales prospecting are apparent; more prospecting equals more sales opportunities. So why aren’t sales teams doing enough prospecting?Read More
In this episode, Florin from Loopio asks How many "no's” are you willing to get from different people within an account before you give up on the account? I know this depends on who the "no" is coming from (i.e. ultimate decision maker) but at what point are you doing more damage than potential good?Read More
Last weekend a strange man knocked at my front door. It turns out it was a painter named Steve with a unique specialty: painting your home address on the curb in front of your house. Steve wasn’t looking for my business, in fact, he reminded me, he had already painted my address on curb a few years ago. No, Steve was looking for referrals.Read More
On this episode, an IT executive asks: Recently we had a customer call us and tell us that they really like our solution, but they are about to sign with a competitor. Since we were not properly engaged, we did not give them the pricing and they closed the contract with a competitor. What would you have done? We often talk to developers who ask us about pricing for our solution when they don't even have the budget for sponsoring a lunch. How should we handle prospects who want to discuss price prematurely?Read More
On this episode, CEO of ioFunnel Ankur asks: Often after dropping an email or LinkedIn message we try to follow up with a decision maker by phone. In most cases, we are greeted by a gatekeeper who politely asks us to drop the decision maker an email—we rarely get a response. How would you get past the gatekeeper to talk to the decision maker?Read More
On this episode, Daniel asks: A prospect has told you they’re interested in your product but not for a few months or quarters down the road; and they won't take an intro or first discovery call now.
What are some best practices in checking-in with the prospect to stay top of mind? Would that be a casual "hope all is well" email? Or case studies that are relevant to the industry?Read More
Rejection is a normal part of selling. If you sell for a living, you'll hear the word “no” many times in your career. This is particularly true in prospecting where prospects offer up all different types of resistance.
The root cause of most resistance is that the prospect wasn't expecting your call. Chances are the prospect just wants to get you off the phone and continue on with his or her business. It's important to note that this resistance often has no bearing on whether the prospect is interested in your solution. In fact, most sales professionals have many examples of great customers originally starting off as challenging prospects.
Given the frequency of prospecting resistance, mastering these effective prospecting techniques are critical to your sales success.Read More
On this episode, Ema Roloff asks: How do you re-engage a customer, who has given a verbal, that has gone silent? What ways have you re-engaged a client after weeks of radio silence?Read More
If you want to make your sales quota, start by consistently managing a sales pipeline. That means ensuring that you’re doing enough prospecting to meet your sales goals, and, equally as important, working on the right kind of sales opportunities.Read More
On this episode, SRG's CEO Norman Behar shares advice on how to avoid wasting time with unqualified leads.Read More
Few salespeople enjoy prospecting, particularly cold calling. But what if your sales team never had to cold call again? What if you could supply your sales team with an unlimited number of sales qualified leads who are excited to talk to you? Sounds intriguing?Read More
Research consistently shows that organized, consistent, disciplined prospecting is the number one key to sales success. You can’t sit and wait for the phone to ring; you must be proactive and that means prospecting.Read More
Most sales teams I work with have a common prospecting challenge: the sales people dread prospecting, but their sales managers want them to do more prospecting. Of course the root cause of this problem is salespeople’s aversion to cold calling. As much as we like to think that prospecting has changed as a result of social media, the reality is that phone based prospecting is still the primary method of prospecting for many sales teams.Read More
Social Selling is a term that is popular these days, but what exactly does it mean and how do you do it? Social selling is when the individual salespeople in an organization use social media such as LinkedIn to connect and interact directly with their buyers.Read More
As SRG’s Director of Marketing, one of the most common questions I get from sales professionals is whether LinkedIn can really increase sales performance.
The answer is, of course, yes. According to research by Aberdeen group, social selling pros create more opportunities, are more likely to achieve quota, and are more productive.Read More
While many sellers avoid the activity of prospecting like the plague, prospecting is the lifeblood of generating new business. It is an essential activity for successful salespeople.
Prospecting can be challenging. There are problems finding and getting through to the prospect. It takes a significant amount of time and effort to be effective, generate a list and manage the numerous touches necessary to be a successful prospector.Read More
Across our client base and in our sales training workshops, we are seeing sales professionals becoming more familiar with leveraging LinkedIn to prospect, conduct research and gain access to decision makers during a sales pursuit.
With new features and capabilities of LinkedIn Sales Navigator, these skills can be extended to even more challenging pursuits such as Prospecting into target (named) accounts and navigating complex organizations. Specifically, LinkedIn Sales Navigator has new features that help us research and gain visibility into accounts in ways that have never been possible, short of having an employee badge or a strong inside advocate. Three ways that LinkedIn supports prospecting into complex accounts include:
#1 Mapping the AccountRead More
Updating and using LinkedIn has become a bit like flossing your teeth. We are encouraged to do it every day, it seems like a good idea, but the benefits may not be readily apparent.
It takes some discipline, habit and a little bit of time. I often hear from our sales training clients that they know they should be using LinkedIn for sales, but they don’t have the time, knowledge or motivation to leverage the tool.Read More
Let’s face it, most sales reps need to spend more time sales prospecting. In our experience sales reps avoid the sales prospecting process because they associate prospecting with cold calling, and calling ice cold leads is not a productive use of time.