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Sales

The Five Attributes of a High-Velocity Salesperson

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HighVelocitySales is a unique profession. When you say someone is a good accountant, you don’t really have to think about what they mean. However, when you say someone is a good salesperson, you have to think a lot.

The reason for this is that there is so much variance between salespeople based upon:

  • What they’re selling
  • Who they’re selling to
  • The environment they’re selling in
  • The stage a company is in their growth cycle

Someone may be a great salesperson when dealing in a B2B, highly complex environment but they could be a failure in a high velocity B2C sale. Someone who is great at the late stages of the sale may be below average in the beginning stages, and vice versa.

When hiring a salesperson, it’s important you look for the attributes that contribute to success for the roles they have. If you’re building an outbound team, here are the five attributes we recommend.

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How To Develop An Effective Sales Development Playbook

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playbookOne of the biggest challenges facing high velocity sales organizations is ensuring that there is consistency throughout the process, from one rep to another. With so much money invested in the cost of customer acquisition, it’s imperative that all members of your sales team are utilizing your best practices.

This is important for your veteran salespeople, and it’s absolutely critical for new hires. One of the most common problems sales managers face is getting new sales hires up to speed fast enough. When you consider the turnover rate for most inside sales positions, getting people up to speed quickly is even more important.

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5 Tips for a Powerful Script

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powersalesIn the high volume, high velocity world of outbound sales development, creating consistent, effective ways for your sales reps to engage with and succeed with prospects is crucial. This is one of the reasons that scripts are so important to successful organizations.

As with anything as important as scripts, when done right they’re tremendous accelerators to success. However, when they’re done poorly, they can kill your efforts. Over years working with hundreds of organizations, as well as growing our own, we’ve learned a few things about the keys to a successful script.

Here are our 5 most important tips:

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[Valuable Tool] How to Develop an Effective Sales Message Workbook

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develop-sales-message-workbookDeveloping effective sales messaging is about more than just being able to spit out two sentences on what you want someone to buy. It encompasses knowledge about the customer, an expertise in what you sell and the ability to translate these facts into phone calls and emails that your prospects are actually excited about. When doing outbound lead generation, powerful messaging is your best asset to get the attention you want and the impact you need.

The How to Develop an Effective Sales Message workbook will help you build this messaging for your product or service from the ground up. Your ability to convey a clear, powerful message within the first 20 seconds of contact will have more impact than any other action you take. Using this workbook, you can improve your outreach efforts and get more return on the time you invest in each customer.

Creating messaging using the How to Develop an Effective Sales Message workbook is easy. The workbook breaks developing effective sales messaging into four sections:

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The 7 Frustrations of an Outbound Sales Manager

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salesfrustrationNothing is more frustrating for an outbound sales manager than profits plummeting and your sales force growing disillusioned due to unsuccessful sales calls. At times like these, the person in charge of the outbound team may question his or her ability to maximize the productivity and effectiveness of their outbound sales team’s efforts. Besides ensuring that agents meet sales targets, various processes and procedures have to be implemented in order to ensure increased revenue.

Today, we will look at 7 frustrations encountered by outbound sales managers as well as ways to rise above these challenges. Incorporating proper solutions to these daily challenges and anxieties is what it takes to bring about quality leads and experience revenue growth.

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4 Ways to (Ethically) Get Someone To Call You Back

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waiting-for-phoneIs there anything more frustrating to a salesperson than a silent phone? Your lead generators have passed on strong potential customers, and your well-trained sales staff has reached out with e-mails, blog notifications, and phone messages. Voicemail can be a useful first step in making contact with a customer, but how can you make sure that the hard work of your sales team generates a useful response? How can you get the customer to call you back?

We’d like to suggest 4 ways to (ethically) get a potential customer to return your salesperson’s call. We’re emphasizing the ethics of this situation because we believe that, at its heart, customer outreach is about establishing and building a relationship. Getting started on the right foot by strongly establishing trust and respect is a key part of getting that return call and developing long-term success. 

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How to Win the Sale in the First 30 Seconds

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time-sellImagine this: you’re in an elevator, going from the top floor of an office building to the ground level. After exchanging smiles and polite “hellos” with the person sharing your elevator car, she asks you what you do for a living. You have 30 seconds to explain your company’s product or service. What do you say?

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5 Mistakes Salespeople Make

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Sales_Mistakes_It’s a classic Charlie Brown situation: Charlie stands on the pitcher’s mound, shoulders slumped after another loss. He turns to outfielder Lucy and cries, “It’s just not right! How could we possibly lose a game 129-0??” Lucy looks at him and responds, “We never got any breaks?”

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5 Tips to Help Your Sales Team Achieve a Faster Response

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fast-track-sales-hiringThe last thing you want sales to be is a waiting game. While strong lead generation is a good start to a consistently successful sales cycle, shortening the response time of those potential customers is also important. It enables you to have real conversations with new customers who are genuinely interested in your products, and cuts down on the time spent cold calling people that might not pan out. So how can a lead generator or salesperson get prospects to respond to them faster?

Here are 5 Tips that will help your sales team to achieve a faster response time. 

  1. Find the Right Times to Call a Lead.

Persistence is important for generating a consistent lead response: One study found that 35% of leads are reached on the first call, and 72% on the second. The question for your sales reps is– what specific times of day are your salespeople making calls to leads?

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An Important Sales Tool for Your Sales Team … The Script

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phone_calls-220x300Engaging with a customer should be a conversation, not a chore. So why do people sometimes get frustrated when a sales rep solicits their business via the phone? One reason cited in surveys is that people sometimes feel like they are being talked at, not talked to: 69% of people surveyed say their experience improves if it sounds like the rep is not talking from a script.

Ah, yes– the script. Scripts are sometimes disparaged by customers and professionals alike, seen as making the sales rep too robotic, too on message, too intent on selling and not attentive to what the customer is actually saying. Tone can be everything in these kinds of conversations, and for too many people on the other end of the line, a sales script can feel like a forced dialogue, rather than a productive one.

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