10 Sales Questions to Ask on a Discovery Call

“ If I had an hour to solve a problem and my life depended on it, I would use the first 55 minutes determining the proper questions to ask” – Albert Einstein

Do you know why the majority of sales calls do not turn into sales?

Well… it is because the sales person does not ask the right questions.

Information is paramount in designing the opportunity to win a sale. Although there are a number of other factors that influence the outcome of a sales call, the reality is that the person who is well-informed is the only one who can close a sale at the end of the day.

And, good information is always a product of insightful questions. It is the questions that can help you identify the buying motivation which will help you present solutions that are tailored to the customer’s needs.

But, what questions should you ask?

How will you know what is a bad question or a good question?

To make your job easier, we list 10 sales questions you must ask on a discovery call to maximize the opportunity of winning a sale.

Read on to find out what these questions are. Continue reading 10 Sales Questions to Ask on a Discovery Call

The 7 Most Common Sales Mistakes to Avoid

We all make mistakes, both personally and professionally and so do sales people. You could have felt that you should not have committed those blunders!

But, if you are aware of other sales professionals’ mistakes, you can prevent them yourself.

So, to simplify your job, we have put together a list of the seven most common sales mistakes that you should avoid. Continue reading The 7 Most Common Sales Mistakes to Avoid

5 Tips to Increase Your Sales Performance

“An ounce of performance is worth pounds of promises” – Mae West.

This is very true!

After all, it is your performance that counts and it is your sales activities that drive the results.

But, gone are the days when old-school sales techniques were considered a groundbreaking approach. Today, new competitors evolve and products identical to yours are released in the blink of an eye.

So, what worked well for you a couple of years ago may no longer be effective.

You need to come up with more and better techniques to improve your sales performance. That is the only key to your survival.

To make this easier, we list five techniques that should help you improve your sales performance in today’s competitive arena. Continue reading 5 Tips to Increase Your Sales Performance

How to Plan Your B2B Sales Strategy for 2016

It is the beginning of a new year, which means that it is time for you to sit down and formulate the way ahead for your sales team.

You would agree that getting your B2B sales strategy right is a huge challenge, even today. You need to have a look at the emerging B2B sales trends from the past year (2015) to determine which of those would be an ideal fit for 2016 as well.

So, in this article, we provide you with useful tips to help you plan your company’s B2B sales strategy for 2016.

There is no sales strategy that works for all types of B2B relationships, even when you are using a CRM, such as Salesforce.

Hence, we will highlight a variety of B2B sales trends that could be part of your sales strategy this year. Continue reading How to Plan Your B2B Sales Strategy for 2016

8 Tips to Accelerate Sales Performance

You will agree that nothing…not even your sales performance should remain stagnant…not even if you are able to meet your targets consistently.

So, you should always be looking for ways to fast track your sales performance.

But, what steps can be followed to accelerate your sales performance?

Well…there is no solution that works for all.

So, you should always try different tips and tricks to learn what works for you.

To help you do this, let us take a look at some of the best tips for improving your sales performance and productivity. Continue reading 8 Tips to Accelerate Sales Performance

5 Tips for Meeting Your Sales Quota

What is the most important thing comes to your mind at the end of each month, quarter or year?

Without a doubt, it is whether your sales quota or targets have been met.

This is because it is the most important parameter for your enterprise to judge its performance.

But, how do you ensure that your sales targets are met or exceeded?

Well…that is precisely what we are going to discuss in this article. The objective is to underline the top tips to follow for meeting your sales quota. Continue reading 5 Tips for Meeting Your Sales Quota

How to Close a Sale in 5 Steps

What is the most important thing for you as a professional sales rep?

Without a doubt, you would state that it’s the number of sales you are able to generate for your business.

Well…yes, there are many other important parameters too, but the actual conversions are all that really matters.

But, how do you go about to close a sale?

Some tips to close a sale may work wonders for certain businesses and professional sales reps, but may not be as effective for others.

However, there are some common steps that the majority of professional sales reps follows to ensure a successful close of sales.

Let’s take a look at them: Continue reading How to Close a Sale in 5 Steps

How to Write Extremely Effective Follow-up Emails

Even in this age of the technological revolution, emails remain a key tool for achieving sales.

As a professional sales rep, emails not only give your team the chance to connect with new prospects, but also enable them to reconnect with existing customers.

And for maintaining great customer relationships, emails are as important a tool as any other.

You would already know that the first email is not the one that often does the trick. You need to come up with good follow-up emails to convert your prospects and get repeat sales from existing customers.

They should compel your readers to respond and think about the content discussed.

So, how do you go about writing follow-up emails? What are the key components of such emails that your sales team needs to be aware of?

Let us take a look.

Below are a few simple steps to write extremely effective follow-up emails: Continue reading How to Write Extremely Effective Follow-up Emails

How to Convert Inbound Leads into Sales

What excites you the most as a sales professional?

Is it the leads or the conversions?

It is the conversion, right?

You may be getting tons of inbound leads for your business, but it would not matter if the conversion rate is poor.

And that is the criteria on which sales performance is judged.

It does not mean that getting a large number of leads is not exciting. It literally means that you have just crossed the first hurdle.

You need to keep track of all the leads in Salesforce and attempt to get the maximum conversions into opportunities as well as customers.

So, you know what you need to do.

But, the question is how do you do it?

In this article, we will thus go through some of the best practices or useful tips on how to convert inbound leads into sales. Continue reading How to Convert Inbound Leads into Sales

5 Tips to Increase Your Visibility on Salesforce Events

Have you ever been to Dreamforce or another Salesforce event before? or are you planning to attend such an event for the first time?

No matter what your answer is, you probably know that these events are a mine for opportunities and knowledge.

You get to learn the best practices of using Salesforce to maximize sales, connect with other Salesforce enthusiasts and/or find potential prospects.

However, a lot of participants fail to capitalize the advantage of these events. They attend the event with plenty of enthusiasm, but come out empty handed. The reason for this is simple: poor visibility and inability to network.

Getting visibility is difficult in any event and especially if it is organized by a behemoth like Salesforce. A single Salesforce event gets thousands of attendees and being visible among thousands is not a piece of cake!

So, how can you stand out in the crowd? How can you increase your visibility? Here are 5 tips to increase your visibility on Salesforce events: Continue reading 5 Tips to Increase Your Visibility on Salesforce Events