B2B Sales Blog

“What are some of the things I can do differently in order to be better at selling by phone?” Here are three easy “to-do’s” inside sales tips that will have a huge impact on increasing your sales numbers: INSIDE SALES TIP #1: RECORD YOUR SALES CALLS “Whoa,” you say? If having your sales calls recorded […]

Is Sales Training ROI Possible for SMBs? Sales training is often viewed by SMB’s (small to mid-size business) companies as an expense. A short-term boost of motivation that quickly evaporates. It’s hard not to see that viewpoint. How many times have you watched a sales team go through a whole or half-day sales training program […]

“I’m starting a new sales position in a different field. How do I know what to say?” Changing jobs is exciting and mildly unsettling at times. You’re excited about the challenge and also want to see success as early as possible, but starting with a new company and in a different field than your previous […]

Pre Sales Call Planning: How Much is Too Much? “I have several inside sales reps on my team that are NOT making quota. Their output (dials) is consistently low – but they say they are doing “smart calling” and researching their prospects first. My question is this: how much do you really need to know […]

“I hate cold calling. But I love to Sell. Am I doomed?” If you’re like me, it’s not so much the fact of “cold calling” that you hate, it’s the results (or lack of) that has you filled with despise. If 8 out of 10 cold calls resulted in a sale, I’m sure you would […]

Outbound Prospecting: How to Identify Prospects that Buy in a Down Market The word “Prospecting” used to send chills down my spine. I hated it with a passion. Using the phone to make outbound prospecting calls to random companies to hear “no, thanks, not interested, we’re all set” is a sure-fire way to skyrocket call […]