When a company is selling to a potential customer, the customer shouldn't be the only one asking questions
"It's also important for sales professionals to have their own set of questions ready in order to learn more about each customer, their needs and what may need to happen in order to close the deal. This information gathering is often the first step to building a long-term relationship with a customer, so consider asking these 10 questions during your next sales call.
What's one question every sales professional should be asking potential customers, and why?..."
Cross-selling allows account managers to use existing account resources to generate new sales.
"With no additional expenses, cross-selling sources additional qualified sales opportunities, driving revenue and scaling a business's practices.
However, cross-selling can be challenging. The opportunities it presents come with certain risks that account managers should know how to navigate. Interactive assessments provide many tools that simplify and solve these challenges.
In this article, we discuss how interactive assessments can help account managers meet the major challenges involved with cross-selling, including:..."
You've heard of people who get business from LinkedIn
"Maybe you've even attempted to message a few people or connect with some potential leads.
But you haven't yet cracked the code on how to sell on LinkedIn.
In the next few paragraphs, I'm going to walk you through exactly how to use LinkedIn to support your sales strategy for the B2B market.
Grab a notepad and let's dive in!..."
Sales enablement can be a powerful strategy for driving your reps' productivity, streamlining your company's sales process, as well as ultimately increasing revenue
"The great thing is, the many benefits associated with a solid sales enablement function are backed up by hard data. Let's review some important statistics around sales enablement, and glean helpful insights from the information we find.
The Pervasiveness of Sales Enablement
- Sales enablement adoption has increased by 343% over the last 5 years or so.
- Google searches for 'sales enablement' continue to increase by over 51% year over year.
- Over 77% of companies with a sales team exceeding 500 people have a dedicated sales enablement process in place.
When people think of Sales Navigator, they think of prospecting
"While active prospecting is the main reason sales teams implement Sales Navigator, there are so many other ways they can benefit from this tool, especially with recent updates and new features LinkedIn has rolled out.
In addition to providing you with greater visibility into your target audience- locally, regionally, or nationally- Sales Navigator also wants to help you be a more effective consultative salesperson.
Between the curated home feed, the highlights on individual profiles, and the insights on the company page, you can understand your future customers quicker than ever. This leads to more intentional conversations instead of stale, uninspiring pitch meetings. With access to your prospects becoming more challenging, strong sales teams need to maximize the data at their disposal..."
It may be easier than ever for companies to buy software, but that doesn't guarantee success for providers. In today's digital economy, software is sold, not bought, meaning providers must take an active role in educating, engaging, and supporting buyers
"Best practices for how to sell B2B SaaS effectively-especially in digital marketplaces-can be hard to come by, which is why we've collected 4 strategies that are being used by some of the world's most successful providers. Each strategy below contains important advice and tips, and taken as a whole, our keys to selling B2B SaaS provide a practical roadmap to help you succeed..."
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