B2B Sales, Lead Generation and Marketing Blog

Sales Qualification Criteria: Turning MQLs into SQLs

Posted by Vendere Team on Tue, Jun 7, 2016 @ 08:06 AM

When it comes to knowing how to correctly score your leads things can sometimes get a little confusing. Making sure that you have a system in place that works and that everyone can understand is important for turning leads into clients. More specifically, being able to turn MQLs (marketing qualified leads) into SQLs (sales qualified leads) boils down to thorough understanding of two things: the buyer persona and the buyer’s journey. Read More

Topics: sales, sales and marketing alignment, sales training

How to Shorten Your Technology Sales Cycle

Posted by Vendere Team on Tue, Apr 12, 2016 @ 08:04 AM

When it comes to sales cycles in the technology industry they tend to be a great deal longer than other industries due to the larger financial and time commitment expected from the buyer. Simply getting all parties involved in the decision to agree can consume a great deal of your sales person’s time.

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Topics: sales, sales training, qualified leads

4 Appointment Setting Tips for the Technology Industry

Posted by Vendere Team on Thu, Oct 15, 2015 @ 09:10 AM

The information technology industry is one of the top industries that benefit from appointment setting, mostly because it relies so heavily on building a relationship of trust with potential clients. But trust is not born overnight. It requires time, patience, and a whole lot of communication. But none of these things can be accomplished without first getting your foot in the door.

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Topics: appointment setting, sales training, tips and techniques

Evaluating Your Sales Team: B2B Selling Trends in 2015

Posted by Vendere Team on Wed, Jun 3, 2015 @ 09:06 AM

As we reach the halfway point of 2015, it is time to reevaluate the first two quarters of the year, and decide on an action plan to end the year with strong sales numbers. While this process definitely benefits from an inward look at your company’s own internal operations, having something external to compare to may also prove a valuable resource.

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Topics: sales, outsourcing, sales training

Who Should You Be Selling To: VITO or Evaluators?

Posted by Vendere Team on Mon, Mar 23, 2015 @ 09:03 AM

When it comes to making a sales transaction, choosing the right target audience is key to making the sale. Without the right information about who you are selling to, and what they value, your sales pitch may end up falling on deaf ears, and not because you didn’t make valid points, but because you focused on the wrong value for the person listening.

So before you start creating your sales strategy, it is important to learn your target audience and what they are looking for in order to make a successful sale.

 

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Topics: sales, sales training

Six Tips for Overcoming Sales Objections

Posted by Sean O'Neil on Mon, Sep 15, 2014 @ 10:09 AM

When a prospect presents a barrier to a sale, such as a problem, objection or flat-out no, how do you react?

Do you try to prove that the problem isn’t a problem? Do you try to convince them that there are flaws in their objections? Do you reinvent your pitch and hope that presenting things in a different way will turn the prospect’s no into a yes? Do you simply end the call?

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Topics: sales, sales training, telemarketing, tips and techniques

Implementing Sales Training Across All Departments

Posted by Sean O'Neil on Fri, Sep 5, 2014 @ 10:09 AM

Are your costs of doing business too high? One great way to control costs within your organization is by training employees in every department in a similar manner.

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Topics: lead generation, sales training, tips and techniques

Are You Using the Right Tone with Your Customers?

Posted by Sean O'Neil on Wed, Aug 20, 2014 @ 14:08 PM

It’s no secret that whether you’re having a conversation with a prospect or creating sales and marketing collateral, the tone you use matters. Use the right tone, and you can successfully build your brand, promote your offerings and win more sales. Use the wrong tone, and you run the risk of diluting your brand, causing confusion and losing sales.   

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Topics: marketing, social media, content marketing, sales, lead nurturing, sales training, telemarketing, tips and techniques

A Better Way to Sell Technology

Posted by Sean O'Neil on Thu, Jun 5, 2014 @ 16:06 PM

You may understand the benefits of transitioning to a new technology or system, but chances are many of your prospects do not. You can make statements like, “You will experience virtually no downtime,” or, “The cost-savings you will achieve will be worth the initial implementation costs,” or, “Your information will be kept secure,” but if prospects don’t exit your conversation with at least a basic understanding of how downtime will be prevented, how cost-savings will be achieved, and how their information will be kept secure, they will exit having to base their purchasing decision on how much they believe and trust you and your organization rather than on solid facts.

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Topics: marketing, content marketing, lead nurturing, sales training, tips and techniques

Channeling Your Inner Sales Tiger by Getting Back to Basics

Posted by Sean O'Neil on Fri, May 16, 2014 @ 15:05 PM

Amelia Earhart once famously said, “The most difficult thing is the decision to act. The rest is merely tenacity. The fears are paper tigers. You can do anything you decide to do. You can act to change and control your life and the procedure. The process is its own reward.”

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Topics: lead nurturing, sales training, telemarketing, tips and techniques

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