sales.careers blog

How to Understand B2B Buyers - Article Image
HOW TO UNDERSTAND B2B BUYERS

Business-to-business sales representatives are increasingly overwhelmed by the amount of effort, research, and time it takes to finalise a sale with a customer. Often, customers spend numerous hours in conversation with the sales representative, followed by weeks to months of silence. Then, out of nowhere, the interested buyers picks up the phone and asks to continue on with the discussion. This process can be exhausting! So, how do you come to understand what your buyer needs? Do you reel him or her in by providing more options to research? Or do you need to lessen the amount of information you impart? How much time do you really need to dedicate towards catering to your customer? Find the answer to how you can improve your B2B sales with these simple tips:

4 Tips for Transforming Your Sales Call: Take control with confidence - Article Image
4 TIPS FOR TRANSFORMING YOUR SALES CALL: TAKE CONTROL WITH CONFIDENCE

If there is a universal trait required by all branches of telesales, no matter the product or service being sold, it’s confidence. Every imaginable sales technique begins and ends with inspiring confidence in both yourself as the salesperson, and of course, in the product itself. Confidence is contagious - if you are excited about your product, your potential buyer will be too.

3 Myths Salespeople May Believe About Their Buyers’ Purchasing Habits - Article Image
3 MYTHS SALESPEOPLE MAY BELIEVE ABOUT THEIR BUYERS’ PURCHASING HABITS

The internet offers a smorgasbord of information on products and organisations, and its power may persuade salespeople to believe their positions are obsolete. With all the information readily available online, it is easy to assume that buyers are conducting their own research rather than reaching out to a salesperson. But what many business owners and managers may not realise is that familiar sales tactics are still effective.

4 Ways to Effectively Save Time When Making a Sale - Article Image
4 WAYS TO EFFECTIVELY SAVE TIME WHEN MAKING A SALE

One of the most important skills involved in sales jobs is time management. A sales representative position is often largely self-driven, so salespeople must be especially conscientious about managing their own time and staying on top of their tasks. Free up your time for lead generation, account acquisition, and other profit-driving activities by paying attention to four ways in which you can save time when you are making a sale.

5 Aspects of Sales to Consider Before Choosing This Career Path - Article Image
5 ASPECTS OF SALES TO CONSIDER BEFORE CHOOSING THIS CAREER PATH

Sales roles are important in nearly every facet of professional life. Whether you find yourself responsible for garnering support for a new product or tool, rallying for political campaigns, inviting people to events for new research, or working as an account manager, you will find that all these activities require convincing an audience, influencing their opinion or orienting them toward a specific point of view.

4 Steps to Better Sales Calls - Article Image
4 STEPS TO BETTER SALES CALLS

Nearly all sales jobs involve some telephone prospecting, but a negative outlook and a flawed sales strategy can lead a novice sales representative to approach the task with dread. This fear is groundless; telephone prospecting can be one of the easiest and most powerful tools for lead generation in the modern sales representative's field. In order to maximise the lead-generating power of the telephone, follow these four steps on every call.

4 Steps to Finding the Best Interviewees for Sales Representative Roles - Article Image
4 STEPS TO FINDING THE BEST INTERVIEWEES FOR SALES REPRESENTATIVE ROLES

One of the most crucial responsibilities in a sales manager job description is his or her role in recruiting staff to fill sales representative roles. Each sales representative acts as the face of the company, so the process of choosing applicants to interview can be dauntingly critical. Streamline this important part of sales management with the following easy four-step process.

Three Tactics to Help You Believe in Yourself as a Salesperson - Article Image
THREE TACTICS TO HELP YOU BELIEVE IN YOURSELF AS A SALESPERSON

If the following sounds like your typical day, our expert tips are just what you need to help you to fake it until you make it.

Habits of Highly Unsuccessful Salespeople - Article Image
HABITS OF HIGHLY UNSUCCESSFUL SALESPEOPLE

Alongside marketing, the sales team are the lifeblood of most organisations. In a workforce there are always a variety of employees who possess different work habits - some go overboard, whereas some are simply getting by with minimal work effort. Where do you fit in? Are you giving 100% or are you constantly on a performance review? Perhaps you have adopted similar habits to the ones listed below. Let’s take a look at how you can address and change the factors that are dragging your sales goals down!

Say This, Not That: 5 phrases salespeople should avoid - Article Image
SAY THIS, NOT THAT: 5 PHRASES SALESPEOPLE SHOULD AVOID

In the fast-paced, high-stakes world of sales, a single word can make or break a deal. Savvy salespeople use careful language to retain their customer’s trust and respect, but even the brightest of sales talents slip up sometimes. Here are five common phrases that all salespeople should avoid, along with healthy alternatives that can smooth over the worst of customer kerfuffles.

5 Rookie Mistakes New Businesses Make During Expansion - Article Image
5 ROOKIE MISTAKES NEW BUSINESSES MAKE DURING EXPANSION

A survey conducted by StartUp Britain in 2016 shows that businesses in the UK are launched at an astonishing rate of 80 per hour. Now more than ever, executives are having to tighten their belts and make smarter business decisions. A key problem spreading among new businesses is poor choices made during company expansion.

Logical Explanations for Why You Failed Your Sales Interview - Article Image
LOGICAL EXPLANATIONS FOR WHY YOU FAILED YOUR SALES INTERVIEW

The phone buzzes inside of your pocket, and without wasting any time you grab it and place it against your ear. The voice on the other end invites you to come in for an interview next Tuesday at 11 am. Leaving you with seven days to prepare for the highly-coveted sales rep position you so desperately want.

The Fine Art of Losing - Article Image
THE FINE ART OF LOSING
  • Jeb Blount
  • Thursday, April 27, 2017

“I hate to lose, more than I love to win.” This statement is attributed to a number of top athletes including Larry Bird. It personifies the internal drive of top competitors. The distain for losing at anything pushes superstars to work harder and stay later, become singularly focused, do whatever it takes to outwit their competitors, and give 100% of themselves, sacrificing all else for the endeavor. In sports, sales, and all areas of life, this drive separates perennial winners from also-rans. Check out Jeb Blount's view on losing and picking your self back up again!

The One Piece of Sales Prospecting Advice That Changed My Career - Article Image
THE ONE PIECE OF SALES PROSPECTING ADVICE THAT CHANGED MY CAREER

I’ve been in sales now for nearly ten years. When I first set foot into the role, I panicked at the idea of sales prospecting. How was I going to do cold outreach and convince people to speak with me? I’m a relationship person, you see, so the thought of picking up the phone or sending an email asking for someone’s time to let me pitch to them was the rudest thing I could imagine. I started to hit the pavement, had some success, but it never seemed to be with the right targets. The people I wanted to talk to weren’t interested in responding to my emails. Life was rough…

10 Things to DO to Start Social Selling - Article Image
10 THINGS TO DO TO START SOCIAL SELLING
  • SalesITV
  • Saturday, April 22, 2017

I’m regularly asked, “What should I do to start social selling on LinkedIn”? I usually have a little chuckle to myself, as most people don’t actually mean DO when they ask me this question. What people want me to say, is some magic list of things somebody else will do, that will generate so many leads and conversations that they can just stand back and watch the cash start rolling in via some magic LinkedIn cash-register.




Tags