B2B Sales, Lead Generation and Marketing Blog

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

Thought-Provoking Quotes from the World’s 10 Richest Techies

Posted by Sean O'Neil on Fri, Apr 18, 2014 @ 10:04 AM

Vendere Partners recently looked to Forbes’ list of “The World’s Richest In Tech Billionaires 2013” for inspiration on various fronts, and found it. Below are some of the Vendere team’s favorite, thought-provoking quotes from the 10 technology innovators at the top of the list.

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Topics: sales training, 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

B2B Purchasers Surprisingly Active During Holidays

Posted by Sean O'Neil on Tue, Dec 24, 2013 @ 14:12 PM

According to a Salesforce blog post published earlier this month, a major software recommendations company recently analyzed its visitor statistics in an effort to determine just how much interest levels drop off during the holiday season, and found that while its website traffic decreases around the holidays, it picks up again quicker than you might think.

For instance, though it decreases to -64% on Christmas Eve and to -69% on Christmas, it decreases, relative to the company’s average traffic rates, to just -17% one day after Christmas, and to just -9% two days after Christmas.

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Topics: marketing, lead generation, lead nurturing, tips and techniques

12 B2B Sales Holiday Jokes

Posted by Sean O'Neil on Fri, Dec 20, 2013 @ 08:12 AM

What are your pet sales peeves during the holiday season? Below are 12 jokes that poke fun at the irritants and conundrums that befuddle so many of us during the holiday B2B sales cycle.

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Topics: fun, tips and techniques

Simple 3-Step Method for Learning More from Sales Failures

Posted by Sean O'Neil on Thu, Dec 5, 2013 @ 13:12 PM

In the last century, countless scholars, educators and business professionals have sought to prove that people learn more from their failures than they do from their successes. A Harvard Business Review (HBR) article by Francesca Gino and Gary P. Pisano even poses that “success can breed failure by hindering learning at both the individual and the organizational level.” Nevertheless, few of us dare to look at our failures closely. Despite knowing that failing creates opportunities for us to learn, change, grow and improve, as human beings, most of us tend to resist acknowledging the ways in which we’ve failed.

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Topics: lead nurturing, sales training, tips and techniques

Stop Fishing and Stick to Selling

Posted by Sean O'Neil on Tue, Nov 19, 2013 @ 08:11 AM

Is developing a personal relationship with a lead as important as developing a professional one? The answer, quite simply, is no—especially when you’re dealing directly with those at the executive level.

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

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