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.
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.
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.
For a sales team to continually nurture and close — B2B lead generation plays a crucial role in enabling the process. Over 60% of marketers believe generating quality leads to be one of the biggest challenges they face.
Choosing the better email service provider between G suite vs Office 365 can be tough – since both platforms are pretty commonly used. According to the recent data by Statista, Gsuite is leading with 56.97% market share, followed by Office 365 with 42.63%.
Linkedin is the largest professional network in the world with over 700 million active users. There’s a lot of potential if you were to conduct Linkedin prospecting and find your next set of customers on the platform. 89% of B2B marketers are already using Linkedin for lead generation and 62% state that it generates 2X more leads than the next best social channel.