Gradually, businesses have made a shift toward using distributed teams and remote teams, and with good reason. In the interest of efficiency and smart business, many companies are bucking the traditional business models where all their employees commute to a physical office every day. With the onset of the pandemic, out of sheer necessity, many […]
If your B2B sales have hit a slump, it’s time to evaluate your B2B sales strategy and give it a makeover. The unique characteristics of B2B sales call for different sales strategies than B2C sales strategies. Also, B2B sales strategies are different than those of the past. B2B sales are typically larger than B2C sales […]
Today’s companies can only be successful when they’ve made a commitment to sales and marketing alignment. In B2B sales, your marketing and sales departments are intrinsically connected. In a perfect sales world, they have empathy for each other, and they have a strong appreciation for the other’s knowledge and expertise. Successful practices for B2B sales […]
Which business phone system is the best fit for your company? Whether your business is established or just starting up, this article will help you decide which business phone setup to go for. COVID-19 is changing the global business landscape as we’ve known it. Now more than ever it’s essential that every company decision, such […]
With businesses realizing the benefits of remote work, implementing a strong virtual collaboration environment has become an imperative. Managers need to make the necessary adjustments to improve productivity and increase employee happiness. To achieve these goals, a business requires stronger virtual collaboration strategies that are both easily implemented and sustainable. What is virtual collaboration? Virtual […]
Successful sales prospecting is an enormous challenge. Closing deals with a profitable level of efficiency is a wholly insurmountable task without some sort of automated sales dialer software. That’s because it usually takes a lot of phone calls to secure a deal. On average, it takes at least 8 calling attempts to reach a decision […]
I lead the Sales Development team for Aircall in North America, and I love the energy that comes with working in a team environment. Collaboration, camaraderie, and competition are inherent to the process. But like most sales leaders, the current global health circumstances related to Covid-19 mean that my team has needed to adapt and […]
Working from home is no longer a luxury for the modern business. Whether by choice (to attract talent) or necessity (responding to a global pandemic), businesses across the globe are quickly adopting flexible remote work policies for their employees. For companies that have already embraced collaborative technology to connect their employees and customers, shifting to […]
(Editor’s note: This post was originally published in May 2018. It has been updated with relevant information and additional context) In today’s world of indirect, text-based communication, many conversational skills are underdeveloped. However, the telephone is still a vital business tool, critical to both sales and customer service professionals. To truly excel in these careers, […]
Is your sales pipeline not converting? Are prospects ghosting your AEs? Are deals falling just short of the finish line? It’s easy to point fingers and say that one team or individual is to blame when a prospective customer leaves the sales funnel, but the reality is everyone in your sales organization has a role […]
There’s a moment in every sales transaction, which — I promise you — nobody will ever stop talking about. If it goes well, it’ll strengthen teams like nothing else. If it goes badly… well, fingers will be pointed. We’re talking about the phase when a prospect changes hands from the SDR to the Account […]
Picture it: Your desk, 2020. After considering several software solutions, your team concludes it’s found The One. Before you can commit, you need to know how it connects with your existing tech stack. When demo day arrives, your sales rep leads with enthusiasm: You’ll save time! Double revenue! Become a king among men! The future […]
There’s no secret to it. Making money in sales — particularly entry- to mid-level sales — isn’t about finesse. Hard work is the only reliable measure of success: Number of cold calls made, emails sent, hours logged, etc. But there is one very important moment in every SDR’s daily work that requires a little bit […]
For an SDR, conversations are gold. It’s good when they happen through email, better still when they’re over the phone, and best when they’re in-person. Trade shows and events present a seriously valuable opportunity for SDRs. Who wouldn’t want to potentially make half their month’s quota in a single day? Plus, events give sellers the […]
Every team handles its sales process differently. From hiring and compensation to strategy and alignment, each team is unique in its approach. But there is one area that can make or break your sales process before it has a chance to get off the ground. The sales discovery process. Bryan Elsesser, Director of Sales Development […]
I’m lucky enough to be at a fast-growing software company that’s made building its sales team a top priority. Aside from training new reps to become rockstars at their craft, I spend a lot of time interviewing candidates and deciding who will be a good fit for the role. I’m happy to say that […]
A lot of sales teams think about quotas as some kind of ideal that each rep should aspire to. This is totally wrong. Quotas aren’t a goal, they’re a business calculation. Budgets, hiring, and board presentations depend on these numbers being accurate. This means that quotas are a necessity, and I make it very […]
The phone system for modern business
