QUICK TAKES ON SALES PREPARATION Shorten the Sales Cycles to Win Over Today's BuyersSales has experienced a major shift since 2020, and many in the industry are scrambling to adjust to these changes. In addition to increased virtual selling, a growth in digital tools and growing preference for soft skills, anotherProspecting Techniques You Must Have For Next-Level SalesIf you feel like your prospecting skills are lackluster, a check-up on your prospecting techniques may be needed. And you aren’t alone in the struggle.Why It's Okay to Hear No During DiscoveryYou must realize that it’s okay to hear no and that it reveals opportunities to challenge your expertise as a sales professional.Discover the Fundamentals of ProspectingUnderstanding the fundamentals of prospecting can determine whether you profit or perish in the competitive environment of B2B sales.What Not to Say to Prospects — And What to Do InsteadWhat salespeople say impacts how they are perceived by prospects. And reps may unwittingly be hurting their image and credibility with certain commonly used phrases or questions. It’s just as important to know what not to say to3 Steps to Creating a Loyal CustomerIt has been said over and over again because it’s true: The best customer is an existing customer. Why? As Colin Shaw, writing for CustomerThink, puts it, “Returning customers often buy more than new customers and require fewerQualifying Questions Every Salesperson Should AskWhen was the last time you critiqued your qualifying questions? If you can’t recall the last time you actively examined them, it’s definitely time to do so.Hand-Raisers: Who They Are & Why Reps Should CareHand-raisers can be a salesperson’s perfect opportunity for new business. But many reps don’t know how to recognize or sell to this type of prospect.Letting Go of Deals Can Actually Drive SuccessLetting go of deals may seem like horrible advice for a salesperson. But in reality, some deals just aren’t going to close while others shouldn’t even be made. Instead of clinging to each and every deal in the pipeline, reps shouldHow to Respond to Sales Objections Centered on Timing“It’s just not a good time.” “We don’t have the funds right now.” “Maybe if you circle back again in a few months…” Do these sales objections sound familiar to you?The Art of Sending a Follow-Up Email during Radio SilenceSo, you’ve recently pitched to a prospect who has a great need for your product or service. You left the meeting feeling good and sent them an email with next steps. And now you wait. And wait. … and wait. Radio silence. What happened?Productive Conversations Require "Key" ElementsProductive conversations are so important to sales, but many reps don’t know how to have them. Effective communication requires some thought and effort but will pay off in the long run with increased trust, rapport and sales. FREE WEEKLY NEWSLETTER SOLUTIONS FOR ASKING SMARTER QUESTIONS AdMall®AdMall provides tactical business intelligence and qualified leads for local media sales teams and digital marketing agencies. A single sale can pay for an entire year of AdMall for your entire team.AudienceSCAN®AudienceSCAN is SalesFuel's proprietary research on consumer behavior, purchase intent, media influence, psychographics and more. Available by segment to brand marketers and developers via API. FREE GUIDANCE FROM LEADING EXPERTS 2021 Update: Targeting the Five Types of Purchase IntentFREE DOWNLOADFree E‑book: The 7 C's of Pre-Call IntelligenceFREE DOWNLOADGet a Free Chapter of C. Lee Smith's New Book "SalesCred"DOWNLOAD NOWSpecial Report: Selling Media During the PandemicFREE DOWNLOADWhite Paper: Selling Digital Marketing Services to Local BusinessesFREE DOWNLOADWhite Paper: Selling to Millennial Decision-MakersFREE DOWNLOAD MAKING THE CASE FOR PRE-SALES RESEARCH 40% of demos have little to no buyer engagement. No conversation between the sales rep and the buyer.TOPOTop sales performers ask between 11 and 14 questions per discovery callAA-ISP42% of SMB buyers will share their contact information with a new seller to get free insights on the use of products/services to solve their business problems content to their needsVoice of the Buyer Study, SalesFuel, 2021Before reaching out to suppliers or vendors, 54% of SMB buyers have attempted to solve their problem or meet their goals with current resourcesVoice of the Buyer Study, SalesFuel, 2021Only 35% reps will look at the buyer's website before a sales callVoice of the Sales Rep Study, 2022, SalesFuel56% of SMB buyers want to do business with reps that "provide relevant ideas to help my business"Voice of the Buyer Study, 2021, SalesFuel72% of salespeople are unable to connect offerings to buyer needs/challengesSiriusDecisions ON-DEMAND WEBINARS EXECUTIVE INTERVIEWS MORE EPISODES
Shorten the Sales Cycles to Win Over Today's BuyersSales has experienced a major shift since 2020, and many in the industry are scrambling to adjust to these changes. In addition to increased virtual selling, a growth in digital tools and growing preference for soft skills, another
Prospecting Techniques You Must Have For Next-Level SalesIf you feel like your prospecting skills are lackluster, a check-up on your prospecting techniques may be needed. And you aren’t alone in the struggle.
Why It's Okay to Hear No During DiscoveryYou must realize that it’s okay to hear no and that it reveals opportunities to challenge your expertise as a sales professional.
Discover the Fundamentals of ProspectingUnderstanding the fundamentals of prospecting can determine whether you profit or perish in the competitive environment of B2B sales.
What Not to Say to Prospects — And What to Do InsteadWhat salespeople say impacts how they are perceived by prospects. And reps may unwittingly be hurting their image and credibility with certain commonly used phrases or questions. It’s just as important to know what not to say to
3 Steps to Creating a Loyal CustomerIt has been said over and over again because it’s true: The best customer is an existing customer. Why? As Colin Shaw, writing for CustomerThink, puts it, “Returning customers often buy more than new customers and require fewer
Qualifying Questions Every Salesperson Should AskWhen was the last time you critiqued your qualifying questions? If you can’t recall the last time you actively examined them, it’s definitely time to do so.
Hand-Raisers: Who They Are & Why Reps Should CareHand-raisers can be a salesperson’s perfect opportunity for new business. But many reps don’t know how to recognize or sell to this type of prospect.
Letting Go of Deals Can Actually Drive SuccessLetting go of deals may seem like horrible advice for a salesperson. But in reality, some deals just aren’t going to close while others shouldn’t even be made. Instead of clinging to each and every deal in the pipeline, reps should
How to Respond to Sales Objections Centered on Timing“It’s just not a good time.” “We don’t have the funds right now.” “Maybe if you circle back again in a few months…” Do these sales objections sound familiar to you?
The Art of Sending a Follow-Up Email during Radio SilenceSo, you’ve recently pitched to a prospect who has a great need for your product or service. You left the meeting feeling good and sent them an email with next steps. And now you wait. And wait. … and wait. Radio silence. What happened?
Productive Conversations Require "Key" ElementsProductive conversations are so important to sales, but many reps don’t know how to have them. Effective communication requires some thought and effort but will pay off in the long run with increased trust, rapport and sales.
AdMall®AdMall provides tactical business intelligence and qualified leads for local media sales teams and digital marketing agencies. A single sale can pay for an entire year of AdMall for your entire team.
AudienceSCAN®AudienceSCAN is SalesFuel's proprietary research on consumer behavior, purchase intent, media influence, psychographics and more. Available by segment to brand marketers and developers via API.
40% of demos have little to no buyer engagement. No conversation between the sales rep and the buyer.TOPO
42% of SMB buyers will share their contact information with a new seller to get free insights on the use of products/services to solve their business problems content to their needsVoice of the Buyer Study, SalesFuel, 2021
Before reaching out to suppliers or vendors, 54% of SMB buyers have attempted to solve their problem or meet their goals with current resourcesVoice of the Buyer Study, SalesFuel, 2021
Only 35% reps will look at the buyer's website before a sales callVoice of the Sales Rep Study, 2022, SalesFuel
56% of SMB buyers want to do business with reps that "provide relevant ideas to help my business"Voice of the Buyer Study, 2021, SalesFuel
