B2B Sales, Lead Generation and Marketing Blog

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

Infographic: Grading Your Prospects

Posted by Vendere Team on Tue, Mar 3, 2015 @ 09:03 AM

Does your company have a clearly defined plan of action for ensuring that your strongest prospects are your top priority? Or are you missing out on quality leads, because you are treating all your prospects as equals?

Our infographic explains why and how you should be grading your prospects to obtain optimal sales results, and gain that extra edge against the competition. 

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Topics: infographic, sales, qualified leads

2015's Top 5 Trends in B2B Marketing

Posted by Vendere Team on Thu, Jan 22, 2015 @ 10:01 AM

A new year always brings changes and innovations in any field, but the world of marketing has seen so many rapid changes over the past several years that keeping up with the latest trends can definitely be a challenge. We have seen advances made in technology, data segmentation, information gathering, and so many other areas which keep the world of marketing moving at a lightning pace, while simultaneously creating the potential for more streamlined and effective marketing strategies.

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Topics: marketing, sales

Keep Cold Callers Motivated with Mobile Touches, Options

Posted by Sean O'Neil on Sat, Nov 15, 2014 @ 17:11 PM

If you like cold calling, you’re in the minority. For most people, the number of connections made and the number of appointments set just don’t make up for the emotional taxation that results from the many hang-ups, dismissals and unreciprocated voice-mails that are endured.

Let’s not even discuss the sobering moments that occur when cold callers are forced to go through the data and reports that reveal their progress—how hard they’re working and the seemingly low number of successes being achieved—and what those moments do to their psyches.

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Topics: marketing, appointment setting, sales, telemarketing, cold calling

Tips for a Healthier Sales Pipeline

Posted by Vendere Team on Mon, Sep 29, 2014 @ 07:09 AM

Your sales pipeline is your organization’s path to the future. When it gets blocked with irrelevant or unqualified prospects and leads, your path to the future becomes uncertain. Productivity decreases along with revenue, and your ability to maintain daily operations comes into question.

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Topics: prospect lists, marketing, lead generation, sales, lead nurturing, tips and techniques

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

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

10 Ways to Be Unsuccessful at Appointment Setting

Posted by Sean O'Neil on Thu, Apr 10, 2014 @ 15:04 PM

There are plenty of articles out there on how to be successful at appointment setting, but how many articles have you read on how to be unsuccessful at appointment setting? At Vendere Partners, we’ve developed a tongue-in-cheek list of 10 things you can do to ensure that you become a complete and total appointment setting disaster. We hope it gives you a few chuckles—and maybe a few insights, too.

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Topics: appointment setting, sales, sales training, telemarketing, fun, tips and techniques

Setting the Stage—and the Right Expectations

Posted by Sean O'Neil on Thu, Apr 3, 2014 @ 15:04 PM

Have you ever known someone who was great at something—like singing, for example—but constantly downplayed his or her abilities? Humility is an admirable quality, but when people downplay their assets or the experience they can provide by too wide a margin, it can easily come off as insecurity, or worse, manipulation. If someone tells you that he can barely carry a tune and then sings a difficult aria with perfect pitch, wouldn’t you wonder what his motive was for setting the expectation that his vocal abilities were just barely up to snuff?

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Topics: sales, sales training, tips and techniques

3 Ways to Make You & Your Sales Pitch Memorable

Posted by Sean O'Neil on Thu, Mar 27, 2014 @ 11:03 AM

One of the hardest things to do during any initial sales call or presentation is to create a memorable experience. Below are three things you can do to help ensure that you and your pitch will be remembered.

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Topics: sales, sales training, tips and techniques

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