Blog

Written by: Jeff Kalter

We all want the best from our inside sales and B2B telemarketing teams. They are, after all, on our front lines — often the first people to connect with our prospective customers.

Thus, achieving your goals starts with having a successful B2B telemarketing manager. You need someone who can anticipate issues before they become problems, can identify bottlenecks early, be proactive with solutions and know-how to encourage teams to perform at their peak.

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Written by: Wolfram van Wezel

When it comes to account-based marketing (ABM) today, data is the name of the game.

Admittedly, ABM is based on a time-tested, traditional sales strategy: identify and sell to prospects that match the needs and demographics of your best customers. An effective salesperson can easily target three to five significant accounts and build deep relationships without extensive data.

But to make ABM the centerpiece of your department’s sales efforts, you need to scale your process. And the key to scaling your ABM is your ability to manage your data, integrate with third-party data and identify the critical insights. 

Written by: Jeff Kalter

Entrepreneur and motivational speaker Jim Rohn once said, “Motivation is what gets you started. Habit is what keeps you going.” An ideal way to develop good selling habits is to build a B2B sales process that incorporates your best practices.

A sales process makes your best efforts more consistent. It can take the guesswork out of your next step. And it lets everyone on your team know what to expect and how to respond.

Not to be confused with your sales methodology (or approach to selling), a sales process gives you a series of actionable steps and contingency plans for moving a prospect through the buying process as efficiently and effectively as possible. When well designed and strictly followed, your sales process can help:

  • Enhance the customer experience
  • Shorten the sales cycle
  • Get new reps up to speed more quickly
  • Improve the accuracy of your sales forecasting
  • Drive sales

If you don’t have a B2B sales process, then you’re trusting your instincts and are unlikely to produce predictable and optimum results. By comparison, companies that adhere to a well-defined sales process are 33% more likely to be among the high performers

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Written by: Jeff Kalter

If you know someone who calls himself an “Apple fanboy” or have a friend who is rabidly loyal to Pepsi, then you’ve seen the power of emotional branding. 

As consumers, we’re used to companies playing on our emotions to sell us everything from toothpaste to beer to smartphones. But have you ever stopped to consider that the same people who believe that sparkling white teeth will make them more attractive are also buying software, office equipment and business insurance? Every article on B2B sales discusses the need to establish trust, build relationships and increase customer lifetime value. But how do you get there? 

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Written by: Sabrina Ferraioli

When the InsideSales.com research lab surveyed sales leaders about their top challenges, one of their questions caught our attention. InsideSales.com asked, which is more challenging, building a pipeline or closing a sale?

More than six in ten respondents (63.48%) identified building the pipeline as a more significant challenge. It stands to reason. If you have built a strong sales force, developed an excellent training program and have clear messaging, then all you need is a pipeline full of qualified buyers interested in what you are selling.

Building your pipeline may not be a matter of attracting and adding more leads into your funnel. You may not be converting enough leads into prospects … buyers that are primed and ready to speak with your sales reps. In other words, it’s not always a problem with leads going into the pipeline; it’s a problem with the output. Leads are leaking out or not filtering down the funnel, and not enough are becoming sales appointments. 

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Written by: Jeff Kalter

Customers will leave you. It’s a fact of business. But while we accept that customers leave, we don’t have to be complacent about it. Instead, we should fight with all we have to retain customers and build a long, happy, mutually profitable relationship. For one thing, satisfied customers tell their friends. What’s more, angry customers tell everyone who will listen. More importantly, your existing customers are the lifeblood of your business. And the longer they remain your customers, the greater their impact on your bottom line.

It’s true. Your existing customers who continue to buy will spend almost 70% more than new customers. According to Bain & Company research, just a 5% increase in customer retention can boost your profits by 25% or more.

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Written by: Sabrina Ferraioli

Marketing Qualified Lead (MQL). Sales Accepted Lead (SAL). Sales Qualified Lead (SQL). Why should you care, as long as the leads are qualified? Right?

It matters more than you think. Of all the leads in your sales funnel, only 3% are active buyers at any given time. Another 7% may be intending to buy shortly. The other 90% are either not yet ready to buy, do not have a need or are not interested in buying from you.

But who falls into what category? Lead qualification can help you make that determination. In turn, a lead—properly qualified—allows your salespeople to focus their efforts where it matters most. 

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Written by: Jeff Kalter

Sales strategies and tactics come and go like the flavor of the month. What’s trending now may be soon forgotten.

And yet, one thing doesn’t change: Customers have problems and needs, and sellers have products and services that can help them.

All sales strategies are designed to bring the two sides together. Whether it’s called solution selling, relationship marketing, SPIN selling, Challenger Sales or consultative selling, the common denominator is finding a solution to the customer’s business problems.

As a 1992 article in Fortune Magazine explained, “the hotshot sales rep of this decade will be a facilitator, not a pitchman, an expert on the customer’s total business who coordinates with colleagues to make buying easy and efficient.”

That was before the Internet changed everything. 

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Written by: Jeff Kalter

If you aren’t personalizing your sales approach, you could be leaving money, appointments and new customers on the table.

While many argue that inside sales are a numbers game, the truth is you can only boost your results a finite amount by increasing your call volume. There are only so many hours in the workday.

But there is another option. You can focus on becoming more efficient, and a great place to start is by personalizing your sales process. 

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Written by: Sabrina Ferraioli

There’s no way around it. Cold calling is a challenge. That doesn’t mean you should stop making the calls. Instead, get smarter about your cold calling strategy, which is possible with today’s data tools. They can help you be smarter about your contacts and provide insight into their buying plans that gives you the competitive edge. Brushing up on your sales techniques and being persistent about making calls also pays dividends.

Here are some quick tips to make cold calling work better than you ever thought possible.

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