These days, many reps are more comfortable sending an automated email than picking up the phone. But, before moving forward, it's worth identifying whether the phone is even the best way to follow up with leads today. That answer is "Yes." A recent study by sales pro Marc Wayshak shows the phone is still the best tool in selling, with 41.2% of respondents naming their phone as their most effective sales tool. So after your trade show event - conduct your follow-up to your booth leads by using this advice!Read More
Trade Show Display Marketing Tips and Advice
Inbound marketing is a holistic, data-driven approach that leverages content on your website to attract buyers researching your products and services online. And then convert them to leads so you can close more deals. It mirrors the way people buy in today's digital environment and works in both B2B and B2C situations. But what if you don't have a marketing department or your marketing team doesn't practice inbound? What if you have to generate your own sales leads? We of course feel that marketing in your trade show booth is the most effective means to obtain leads - but here are some additional options to help you:Read More
Salespeople are constantly on the go, whether they're meeting with clients, flying out to give a presentation, or running to a team training. With this in mind, mobile access to sales systems aren't just a nice to have -- they're a necessity.
But besides company software, salespeople can also download productivity, educational, travel, sales tools, and other just plain useful apps for work to optimize their time away from their desks. Here are some of our favorites.Read More
It’s a hard truth: most exhibitors aren’t as successful as they could be. Do they realize they’re setting themselves up to fail? Probably not. The irony is that almost every single exhibitor could easily improve their results by ditching one or more of the following bad habits and strategies. Hopefully you don’t see yourself in these examples, but in case you do … now is the time to make a lasting change!Read More
Edith Wharton once said, “Ah, good conversation -- there’s nothing like it, is there? The air of ideas is the only air worth breathing.” Ms. Wharton had a way with words (written and otherwise), but she would likely be horrified to know that most of our daily conversations nowadays start with shorthand texts or three-line emails.
And yet, in spite of the proliferation of texting and emailing in modern conversations, you still have to know how to strike up a conversation to get a raise, build your network, ask someone out, or provide someone with feedback. It's as important now as it ever was to know how to break the ice, get to the point, make a connection, and frame a request.
But it's hard. That's why we put together this handy guide on talking to anyone about anything. We hope these tips help you navigate everything from cocktail parties to conference rooms with the greatest of ease.Read More
Memorability has a ripple effect across your sales career. Put yourself in the buyer’s shoes. You’ve almost decided between two similarly priced products with nearly identical features. One of the reps you’re working with has a distinct personality and style, while the other is pretty “meh.” You’ll establish a stronger rapport with the first gal. You’ll give her more information and maybe access to other stakeholders. And when it’s decision time, she’s the one you’ll give your business to.Read More
In Jill Konrath's opinion, the salesperson is the primary differentiator in B2B purchases today. As products and services become increasingly commoditized, buyers are aware they can get a similar offering from another company. But what they can't get from just any vendor is the same sales experience, which is created by the sales rep.Read More
It's easy to sell to prospects who are already interested in your product. They've done some preliminary research and decided you're a potential solution -- now all you need to do is answer some questions, get in front of the right people, and make sure they opt for you over the competition. But the best salespeople are distinguished from the average ones when it comes to uninterested prospects. Starting a relationship with someone who's never heard of you or isn't actively looking to solve the relevant challenge is tough.Read More
At the heart of every sale is a thorough fact-find. You’ll want to unearth the needs, the wants, and the desires of your prospect so you can present your products and solutions in a way that will be of benefit to them. And the only way that you can do this is to ask quality questions so you can really find out what their current situation is, what their requirements are, and what they are looking to achieve.Read More
Every salesperson knows the pain of “the ones that got away.” Think of the prospects you just couldn’t set meetings with or get to talk to at a trade show event in your booth, no matter how hard you tried. Consider those who never purchased your product or service -- even after you poured time and energy into making the sale. It’s easy to remember exactly who these prospects were. But do you know why they got away?
In sales, it can be difficult to recognize the mistakes you’re making. Asking would-be customers for their comments rarely results in honest, helpful feedback on your sales approach. Fortunately, most customers decide not to buy from a salesperson for the same few reasons. Chances are, you’ve lost sales -- and prospects -- due to one of them. It’s time to learn the five most common reasons why customers don’t buy from you. Once you understand the mistakes you’re making, you can finally start to dominate your competition in sales. Take a look:Read More