As a consumer — we all hate getting unsolicited calls to be sold on credit cards and overpriced barbeque grills. But imagine getting called by a recruiter at a dream company you always wished to work for since you were a teen. Or getting a call from a company that wants to partner up and work on a collaboration that could benefit you both.
B2B sales can be complex and confusing with many different processes, practices and models it’s made up of. Inside sales is one such model. It has rapidly evolved and is among the most popular ways to sell to businesses online.
With more than 50% of new B2B sales jobs being inside sales roles, it’s no longer a niche operating model.
When it comes to nurturing and closing leads, sales calls take up a lot of your team’s time and resources. They are probably the most important and impactful communication channel for your sales team. This is why there needs to be solid processes and steps in place on how to make a sales call. When done correctly, a sales call process will enable you in making successful sales calls, repeatedly and predictively.
Sales teams exist to help potential customers know the product better and clear their queries, so they can make an informed purchase decision. But there will be times where you and your team will face tricky sales objections and questions, putting you in a tough spot.
Leads can be picky in ways you cannot imagine — after all, they’re supposed to be your customers, and pay you, so they have every right to do so.
Often while starting a new business, building a product to solve a problem is prioritized first – not marketing and selling it. While it makes sense to do so, building a product alone won’t help you generate revenue. A lot of startups tend to fail due to lack of traction and customer demand – 42% of the reason(as per CB Insights Survey) being no market need for the product. Under such circumstances, it would really pay to know how to find your first 100 customers.
When new leads are generated and added to your sales pipeline, not all of them convert. The challenge for sales is then to only focus on intent-rich leads, which is where you need to know them better. Sales qualifying questions help you gather information from your prospects, which later helps you filter out high intent leads.
Trying to find the right people to sell to within your target organization or account can be tricky. Especially when you’re looking for decision makers, who’re usually inaccessible, and often indistinguishable from other prospects within the organization. Hence it is important to learn and figure out how to find decision makers in a company as part of your sales process.
Sales prospecting is tough — a lot of effort goes into finding new customers to reach out to. What often undermines sales prospecting efforts is outreach, with emails landing in your prospect’s spam folders. This is especially the case with Gmail, which further segments your emails into lesser engaging categories like promotions, apart from spam filtering. Globally, 17% of emails sent never make it to the Primary inbox folder due to spam and promotions filters. So you might be wondering, how to stop emails going to spam in Gmail?
Do you send out a lot of cold and warm sales emails, and get low open rates, and responses like “I found your message in the Spam/Promotions folder”? Turns out – hitting send on the emails isn’t good enough to have them get straight to your prospects. You need to improve your email deliverability too.
With the majority of professional communications happening over online mediums, email makes for an important part of sales operations. Most of which comes down to following-up and nurturing, which when executed using email sequence, can generate great results.