Call prospecting is an art. To be effective, we need to be calculative and strategical – especially since we are not physically engaging with prospects. One of the main concerns for call prospecting is timing. How should we time our calls? When is the best time to...
In today’s globally connected world, it’s more important than ever for companies to build their brand identities. While in the past, a brand could present a solid identity via television and print advertisements, today brands are dynamic and ever-changing....
What is Sequential Content? Sequential content is any type of content that has a chronological structure. In marketing, there are several types of sequential content you might use: How-to articles that give readers a series of steps to follow to achieve a desired...
Engaging a prospect requires efficient pre-call research. Unfortunately, sales intelligence can be faulty and a drain on your time. Follow these tips to put what information you have to best use, regardless of how much or little you have. Get to the Point No matter to...
Objections almost always arise at the end of a deal. It’s a prospect’s final opportunity to back out, and prospects want to be 100% sure that buying your products or services is a good idea. Furthermore, at the end of a B2B sales cycle, proposals pass by legal...
No matter how formulaic your hiring strategy, one question comes up time and again: does this candidate have the personality to be a sales representative? It’s a good question to ask, but what is a sales personality, exactly? Should you hire the candidate who exudes...