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Sales are getting more complex. Buyers want salespeople to meet them where they are—but where are they? How is tech changing the sales landscape? Or is it? Proposify’s director of sales joins me for an analysis of the top B2B sales trends in 2019 to help you stay on top of what matters now and what will be trending over the next 12 months and beyond.
There’s a sea change happening in B2B customer experience. But while everyone else—from marketing to customer support—is riding the crest of this wave, sales might be missing out. Here’s why your sales team needs to take an ownership stake in CX, plus three ways to make sure your sales process provides the exceptional experience customers crave now.
Discovery calls are crucial to sales success. They’re a first impression, a qualification conversation, and a fact-finding mission all rolled into one. And there is a lot of machine learning and data out there on how to conduct a great sales discovery call: talk time and question cadence and all that. But that’s the quantitative side. What about the quality of the call? How can you help your team to improve it? This post dials into the human aspect of conducting productive prospect interviews.
If your sales enablement assets rely on facts and figures, your sales reps aren’t able to give prospects the full brand story. Here’s how to make your case with sales enablement content narratives.
Sell sheets are a great way to ace that first impression. Short, sweet, and designed to promote the best of your business in a concise one-page package, a killer sell sheet goes a long way in nailing those all-important early interactions with a prospective customer. The days of six-panel brochures are long gone; here’s how to create and send winning sell sheets using Proposify.
Is your sales ops team hitting 100% of its potential? Anyone? Anyone? Bueller... Bueller…? No worries, that just means there’s room for improvement. Here are three things that can slow you down and how to remove obstacles to your sales ops success.
In sales operations, all the data in the world isn’t going to help if you never take action on it. It’s easy to get caught up in analysis paralysis when you chase facts and figures and insight down every line of questioning. Like tracking hundreds KPIs, there’s no way that any of your questions can be considered ‘key’ when all of them are. Here’s how to optimize your sales operations questions so you can keep implementing, not just investigating.
Moving up-market is complex and challenging, but it can transform your SaaS business into a scaling empire. On this episode of LTV, Kyle talks about why you should consider a move up-market to sell to larger companies, and what challenges lie ahead.
As a sales operations pro, how do you make sure that your efforts are aligned with your goals? By creating and following a sales mission statement or charter. I’m going to let you in on the mission statement secrets of some of the organizations that do them best, complete with examples and tips for crafting your own.
Figuring out how to properly compensate your salespeople is one of the toughest challenges when building a scalable SaaS sales process. In this episode of LTV, Kyle lays out the cold, hard numbers and provides a roadmap for structuring quotas and commissions for SaaS sales reps.
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