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3 Ways to Scale Your Sales Teams

Success doesn’t come without growing pains. As your operation scales, you need to find the most effective ways to scale your sales program to support growth without adding too much overhead. Expanding any sales team takes time and money, and in rapidly changing markets it too often seems like sales is always catching up. To sustain growth you need to be able to scale sales in step with the rest of the organization, and that takes a well-devised plan.

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What to Consider When Choosing Your Sales Tech Stack

Your expertise is in selling B2B technology to companies that are seeking to improve operations, smooth out their workflows, and generally power new strategies for success. But how do you use technology as part of your SMB sales strategy? Does your sales tech stack stack up and give you access to the data, insights, and analytics you need to unlock efficiencies and increase sales volume?

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15 Statistics To Inspire Your Sales Strategy

Numbers don’t lie, but they can inspire. If you know where to look, you can find thousands of statistics on the web related to sales and selling. Although these statistics can be interesting, they don’t mean much when taken strictly at face value. However, when you start to assimilate data and compare numbers from various sources, you start to see patterns emerge. Then, if you correlate these numbers, some of your findings might make you a much smarter sales rep.

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Growth in 2020: Six Reasons Why Outsourced Sales Should Be in Your Plan

Business growth is your goal, but sales is holding you back. Sound familiar? When companies struggle to expand their revenue and scale their business, it’s not always because they lack opportunity, but often because their in-house sales team can’t keep pace.  

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Based on what we have seen in our more than 30 years of experience in the outsourced sales industry, companies that scale an in-house sales team often take upwards of eight to 12 months to ramp up their small team into a thriving, productive operation.

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SMB vs. Enterprise: Why Different Customers Need Different Sales Processes

You need different sales processes for different types of customers, especially when it comes to selling technology solutions. If you are selling to enterprise customers, their needs and expectations are vastly different than when you sell to small-to-medium-sized businesses (SMBs). Those differences extend well beyond budget and include differing attitudes about their strategic needs, what they expect from you as the solution provider, and what you should expect from them in return. Understanding those differences is essential to sales success.

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5 Limitations of Doing Sales All In-House

Hiring and training staff is expensive. SHRM (The Society of Human Resource Management) estimates that the cost-per-hire is $4,129, and that replacing an employee can cost between six and nine months of their salary. When you consider the cost of searching, hiring, and training sales personnel, hiring an outside sales team can eliminate talent acquisition headaches.

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Top 7 Sales Influencers You Should be Following

Ideas are meant to be shared, especially when it comes to B2B selling. It’s always useful to hear from old pros who have “been there, done that,” and also hear about what works for them in a tough selling situation.

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4 Keys to Success in Selling Cloud Services

If you are selling enterprise technology, you are probably selling cloud services. The cloud drives most technology decisions since hosted services are being used to handle data, business applications, development, and virtually anything that supports enterprise-driven businesses. You should include cloud services as part of your channel partner program.

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How Live Chat Is Changing the Landscape of Inside Sales

More companies are using live chat for leads. You are undoubtedly familiar with live chat as a sales and customer service tool. How often have you visited a website looking for information only to see a live chat box pop up in the bottom corner? These chat boxes aren’t sales bots; they are live sales reps looking to provide business-critical information that could turn a curious website visitor into a viable prospect. This is how you apply live chat for leads, and it is changing B2B sales.

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5 Creative Ways to Gain More Qualified B2B Marketing Leads

In the world of B2B sales, chasing down qualified B2B leads can be the most frustrating part of any sales rep’s job, but it’s also one of the most important. You need those B2B leads to keep the pipeline full and achieve your sales goals. The truth is that B2B prospects aren’t really harder to find; they have just become more discriminating. Today’s customers are better informed and busier than ever, so you need to adopt more creative strategies to attract qualified B2B leads.

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