As much as I want to knock the ball out of the park during sales meetings, the question of conduct looms large before I step to the plate. What I say during the meeting and how I say it form an integral part of the sales process. This is when the information gathered about the [...]
I have seen this scenario play out several times. A B2B startup comes out of its initial stages, achieves a good degree of product market fit and now is stepping up the gas on sales. To accelerate sales, they need to execute a standardized sales process, get data-driven in their decision-making, manage goals, onboard their [...]
One maxim comes to mind whenever the topic of a lost B2B sales deal emerges: “Experience makes you wise.” No, it’s not something our grandparents and parents say for fun; I’ve realized this the hard way. A deal can die for several unexplained and unaccountable reasons even when the requisite preparation is flawless, which is [...]
Sales call planning, especially when meeting with a decision maker of a high-value deal, is critical in B2B sales. It’s not easy going through the arduous process of prospecting, getting past the “gatekeepers” and getting through to the top management. After going through the wringer, meeting with a decision maker is where I don’t want [...]
Leveraging LinkedIn to Send the Perfect Cold Sales Email to Your Prospects was the topic of my previous post in which I enumerated pointers that help me craft a holistic cold sales email and get noticed by high-value clients. In this post, I have highlighted the importance of investing a little bit of time to [...]
Every time you shoot a cold sales email, after mustering every ounce of optimism, you wish that your prospects actually open it. In the process, you hope it effectively communicates your value proposition and progresses a conversation to the ultimate coveted stage of a “paying client.” Only sometimes, it doesn't. Users block, or mark your [...]
The nature of B2B sales has been changing over the years. This change process has accelerated in recent times with the enlarged role that social media is playing. In this post, we will look at the challenges a B2B sales organization faces today and the strategies to overcome them. But first, let’s understand what we [...]
B2B sales recruiting is critical if you want sales acceleration. The right team can result in millions of dollars in future business. Hiring a wrong team member – yes, even just one, can mean slower sales growth and, equally importantly, a tremendous amount of management bandwidth wasted. Hiring also has to be done within the [...]
As we had mentioned in our post of B2B sales acceleration, if you are gunning for a significantly higher sales number than the previous year, your sales team will have to chase down a commensurately higher number of leads. Your existing team may not have the capacity to address this increased lead flow. You may [...]
As outlined in our previous post on B2B sales acceleration, the starting point for accelerating sales is to increase the number of high quality leads that a business generates.
Inbound selling has proven to be the most effective method in increasing the number of high-quality leads. Inbound selling, if done well, has the power to attract the ideal lead i.e. an organization with a problem that your product solves and who is ready to buy right away. Also it can achieve this at scale.