Ensuring customer success is at the heart of consultative selling isn’t just fluff. When you are selling technology, selling the product alone isn’t enough. You must sell a solution for a problem that your technology can solve. That means much deeper customer engagement that delivers an immediate return and more ROI over time. That’s why leading companies invest in customer success.
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7 Ways to Close Your SMB Sales Deal in 30 Days or Fewer
on May 27, 2021
| By Phil Mickey, VP of Marketing
|
SMB Sales
Every company wants a faster sales cycle. The challenge with selling technology is that selling complex solutions requires a more complex sale process, which means a longer sales cycle. The length of the sales cycle also depends on your target customer.
Read More3 Future-Proof Rules for Legendary Enterprise Sales
on May 20, 2021
| By Phil Mickey, VP of Marketing
|
Enterprise Sales
You know that selling B2B technology is hard, and selling B2B enterprise technology is even harder. Enterprise sales, like enterprise infrastructures, are more complex with higher price tags, and that means higher risks for buyers. Making the wrong purchasing decision can have a domino effect that can affect the entire enterprise infrastructure. That’s why enterprise buyers are more cautious and deals require more stakeholders and take longer to close.
Read MoreThe best sales reps are like chameleons—adapting their sales pitch to resonate with the way a client best receives it.
Read MoreOutsourcing Sales Continues to Rise: 3 Drivers of B2B Outsourcing
on April 21, 2021
| By Phil Mickey, VP of Marketing
|
Customer Success,
Inside Sales,
Secrets To Success
Outsourcing continues to gain momentum as part of the B2B sales process, especially with the growing trend of sales reps working remotely. The 2020 business disruption caused by the pandemic has resulted in many B2B organizations retrenching and restructuring their sales teams to reduce overhead and maintain sales quotas. For many companies, that meant relying more on sales outsourcing to increase sales.
Traditionally, trade shows have been a great way to increase market visibility and gather sales leads. Having a booth at a major trade event allows you to speak with prospects and other professionals, learn about what they are seeing in the market, and even talk about points of pain and challenges that your company might be able to address. Unfortunately, trade shows have been on a hiatus since early 2020 due to the pandemic, but there are still virtual trade events, online roundtables, and webinars that attract sales prospects seeking answers. Once you get their contact information, what’s the best strategy for following up with leads?
4 SMB Sales Conversations to Have on Hand for Your Sales Team
on April 7, 2021
| By Phil Mickey, VP of Marketing
|
SMB Sales
The nature of small- and medium-sized business (SMB) sales has changed, especially with the COVID-19 pandemic, and sales reps have to adapt their sales conversations accordingly. With the disruption in operations caused by the pandemic, SMB concerns are different. Business is slower, cash is tighter, and the future is uncertain. SMB operations need to solve a new set of problems.
Read MoreThe ROI Truth of Outsourced Sales
on March 9, 2021
| By Phil Mickey, VP of Marketing
|
Inside Sales
Everyone wants to save money, but there are times when you need to invest more to get more in return. You have undoubtedly heard the thread-worn platitudes “penny-wise and pound foolish” and “you get what you pay for.” They certainly apply when outsourcing sales. If you want superior results and a higher ROI, expect to pay a premium for expertise, technology, and service.
Read MoreCustomer Success Requires a Smooth Post-Sales Transition
on February 25, 2021
| By Nicole Fisher
|
Customer Success
Closing the deal is only the first step of a successful sale. Once the contract is signed, you have to ensure a smooth transition from prospect to satisfied customer. That is the essence of solution selling: ensuring customer success.
When you understand that customer success is the end game, you can take steps to guarantee that the customer gets maximum value from the contract, starting with a smooth transition from prospect to customer. When you develop an onboarding strategy that focuses on the customer’s needs and on developing a path to solve their problem, you promote greater customer loyalty and increased renewals.
Read MoreIf you know anything about selling technology, then you know that enterprise sales are different from all other types of technology sales. Selling enterprise solutions has its own set of rules and a unique decision-making process. To thrive at enterprise sales, you have to appreciate what makes the process unique and know how to adjust your sales process to overcome the unforeseen obstacles you might encounter along the way.
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