Micromanagement, characterized by excessive control, close supervision, and intrusive oversight, is a counterproductive management approach. In B2B sales, autonomy, creativity, and adaptability are essential for success. Therefore, micromanaging your sales team can have detrimental effects on morale, productivity, and outcomes. In research cited by the Center for Sales Strategy, 69% of workers considered changing jobs because of micromanagement. In addition, 36% followed through. The Sales Health Alliance notes micromanagement is the number one mental health concern for salespeople. In fact, 5 ..read more

More revenue… More sales… Exceeding quota… These are all statements that sales professionals think about and focus on. However, many sales professionals associate hitting these targets with finding new customers rather than cultivating, nourishing and enhancing existing relationships. This week’s Sales Performance Blog will focus on growing business through existing relationships by implementing proven best practices that will help you achieve your desired targets. Uncover additional needs through active listening Actively listening to your customers not only allows you to get a better grasp o ..read more

In our digital sales age, we’re seeing increasing attention paid to the idea of personal branding. Although the idea itself is by no means new (a brief history is below), awareness of its importance and value in business – including for sales reps – is now reaching a critical mass of awareness. There’s a problem, however. While the majority of sales and business professionals endorse development and use of personal branding, there’s no real common agreement as to what exactly it is. Many people conflate elevator pitches and personal branding. While elevator pitches are an important part of per ..read more

In 1876, Alexander Graham Bell first telephoned his assistant and famously said, “Mr. Watson, come here. I want to see you.” Since then, teleselling has been a staple of sales. Despite videoconferencing and virtual selling, the telephone remains essential for connecting with clients and, especially, prospects. As such, it’s never too early or late to review best practices. Here are five teleselling skills every rep should master: Your Opening Whether it’s inbound or outbound teleselling, the opening is crucial. While email is often the first contact, an initial call establishes a first impress ..read more

In B2B sales and marketing, companies employ various strategies to drive growth and expand their client base. One such strategy involves the use of Business Development Representatives (BDRs). Typically, these professionals are tasked with identifying and qualifying potential leads and initiating contact with prospects. Our recent webinar Turbocharging Business Development Strategies noted the importance of BDRs. They can be instrumental in accelerating revenue generation and fostering customer relationships. However, their effectiveness hinges on various factors. And they may not be right for ..read more

In the competitive landscape of B2B sales, effectively qualifying prospects is paramount. It involves assessing the fit and readiness of potential leads based on various criteria. These include their needs, budget, timeline, and decision-making authority, among others. This makes qualification essential to drive revenue growth, optimize resource allocation, and foster long-term customer relationships. However, many B2B sales teams struggle with inefficient qualification processes. In fact, two statistics cited in Spotio are eye opening: 46% of B2B sales reps list lead quantity and quality as ..read more

A pillar of success for any sales organization is an effective business development strategy. However, merely having a strategy isn’t enough. Its effectiveness is crucial for sustained growth and competitiveness. And this requires ongoing evaluation. Of course, changes in the sales landscape and marketplace have a profound effect on your business development strategy. For example, McKinsey’s Future of B2B sales: The big reframe lists the following: More hybrid sales roles with a focus on business development in outperforming organizations Customer preference, including remote human interactio ..read more

In sales, a business development strategy is central to understanding and engaging with your customers. Among the myriad of tools and strategies available, one aspect stands out: buyer personas. Crafting detailed buyer personas allows organizations to humanize their target audience. This gains insights into their needs and preferences. Thus, they can tailor their marketing and sales efforts accordingly. Recently, we hosted the webinar Turbocharging Business Development Strategies. There, we introduced the importance of buyer personas. Here, we’ll go a step further and show how to utilize them ..read more

In B2B sales, success is often the result of strategic planning, deep customer understanding, and execution. While these factors are crucial, there exists another, less tangible, yet equally influential element: the Pygmalion Effect. A self-fulfilling prophecy, it refers to the phenomenon where higher expectations lead to increased performance. Its opposite is the Golem Effect, in which lower expectations result in decreased performance. The term has since become synonymous with unrecognized potential. As such, it’s influential in psychology and business. Here, we’ll examine the intricacies of ..read more

Sales executives and sales managers would agree that their sales teams need ongoing training, coaching and support to get to the top of the game and stay there. Even the most experienced, driven and efficient sales professionals should constantly upgrade their skills and keep abreast of new sales trends and emerging technologies. In a fiercely-competitive market, your sales reps should challenge themselves to learn more, achieve greater results and embrace new strategies. Those who appreciate the value of education stand a better chance of maximizing their potential and optimizing results. Eff ..read more