Category Archives: Sales Guide

How A-Players Navigate Pricing Objections to Close More Deals

by Colleen Francis August 1, 2016August 1, 2016 “That price is too high.” “Why is this so expensive?” “I have a better offer. You’re going to have to lower your price.” The dreaded pricing objection. We’ve all had to deal with it at some point in our careers. Regardless of what form it takes, it … Continue reading How A-Players Navigate Pricing Objections to Close More Deals →

3 Simple Ways to Create Urgency and Increase Sales Conversion

Sales Guide

by Robbie Hammett July 28, 2016July 28, 2016 Some of the best conversion rate optimization tactics use elements of human psychology and buyer behavior. It makes sense. Anytime you can tap into the process of human decision making and influence these decisions, it’s something to consider when it comes to driving sales. In this article, … Continue reading 3 Simple Ways to Create Urgency and Increase Sales Conversion →

Pokémon Go and Its Business Applications

Sales Guide

by Matt Goldman July 24, 2016 Follow @TheOriginalBullJuly 24, 2016 If you spend any time at all on the Internet, then it’s a safe bet that you’ve heard about Pokémon Go. In just a few days, it surpassed Twitter in daily users, and even overtook the behemoth that is Facebook in terms of how much … Continue reading Pokémon Go and Its Business Applications →

Gotta Catch ‘Em All! Book Sales Appointments that Actually Happen

Sales Guide

by Megan Tonzi July 23, 2016July 23, 2016 That’s it, you’ve done it! You’ve been honing your account-based selling approach and dedicating your time to a customized messaging strategy that has allowed you to qualify the target account that you’ve been working so hard on. You have all of the information you need in order … Continue reading Gotta Catch ‘Em All! Book Sales Appointments that Actually Happen →

How to Use Sales Enablement Content with Cold Outbound Email

Sales Guide

by Justin McGill July 22, 2016July 22, 2016 When it comes to prospecting and sending cold outbound email, sales enablement content is your best friend. Targeted collateral sets your cold outbound email apart by showing that you understand your prospects and what type of content matters to them. Sales enablement content is so important for … Continue reading How to Use Sales Enablement Content with Cold Outbound Email →

5 Ways To Align With Sales As A Field Marketer

Sales Guide

by Jasmine Cortez July 18, 2016July 18, 2016 Field Marketing is a role that bridges the gap between sales and marketing. As a field marketer, my goals are often tied to the success of the sales team. One of the many factors that leads to field marketing success is developing a relationship with sales that … Continue reading 5 Ways To Align With Sales As A Field Marketer →

5 Essential Elements to Include in Every Sales Pitch

Sales Guide

by Ken Sterling July 13, 2016 Follow @ken_sterlingJuly 13, 2016 Effectively closing sales is the bread and butter of your business. Here’s how to hit a home run every time. According to researchers at the University of Florida, 20% of all salespeople make 80% of all sales (also known as the 20/80 rule or the … Continue reading 5 Essential Elements to Include in Every Sales Pitch →

Get Your Business Prospects to Say Yes to Your Offer

Sales Guide

by Susan Gilbert July 10, 2016 Follow @SusanGilbertJuly 10, 2016 Overcome Buyer Objections and Increase Sales If you’ve been in business long enough, then you know how frustrating it can be for a lead to turn you down after months of hard work. If you’re not getting the results that you need then you will … Continue reading Get Your Business Prospects to Say Yes to Your Offer →

Persistence With Purpose: What is Your Sales Prospecting Cadence?

Sales Guide

by Tibor Shanto July 9, 2016July 9, 2016 While it may be true that “good things come to those who wait,” it is more true that in sales, better things happen to those who make things happen. Making things happen involves effort in a number of ways, one being persistence, the ability and – willingness … Continue reading Persistence With Purpose: What is Your Sales Prospecting Cadence? →

3.5 Ways To Plug Sales Funnel Holes Your Inside Sales Team Is Missing

Sales Guide

by Diana CÃ¡rdenas July 7, 2016July 7, 2016 Do you have a leaky sales funnel? Are you losing leads? If you fail to pay consistent attention to prospects at all points in the sales journey, eventually your closers will have nothing on deck. By continually qualifying targeted, sales-ready leads, an outsourced lead nurturing service plugs … Continue reading 3.5 Ways To Plug Sales Funnel Holes Your Inside Sales Team Is Missing →