Stephen Howell
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It Is Game Over for Field Sales – Now It Is Time for Inside Sales to Take the Field
Field sales has declined significantly, largely due to the pandemic, leading to the rise of inside sales. Virtual meetings and technology have transformed sales processes, making inside sales teams more efficient and effective through informed outreach and various communication channels. The buyer-seller dynamic has shifted, with buyers being more informed and less inclined to engage…
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Cold call with a purpose. Prospect using iBANT – Interest and Intent, Budget, Authority, Need, and Timing
Cold calling aims to engage prospects and move towards scheduled sales conversations, not immediate closures. It requires persistence and research to identify interested decision-makers using buyer intent data. The initial call should confirm the right contact and establish interest, while the iBANT framework (Interest, Budget, Authority, Need, Timing) prioritizes intent. Post-call analysis is crucial to…
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Is Cold Calling Dead? Cold Calling exits stage left. Informed Calling enters stage right.
Cold calling is not dead; it’s evolved into informed calling, leveraging data and technology for targeted outreach, making it more effective and respectful. Misconceptions about cold calling persist, but it remains a vital tool for business growth.
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Sales Trifecta – Performance, Process, and Quality Assurance
Sales performance, process, and quality assurance (QA) are interconnected; effective Sales QA enhances team performance by ensuring adherence to company standards. It involves continuous feedback, inspecting both successful and unsuccessful deals, and identifying areas for improvement. In regulated industries, Sales QA is crucial for compliance. Utilizing CRM data for real-time scoring improves data hygiene and…
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How to Succeed in Sales Without Really Trying
The 1967 film “How to Succeed in Business Without Really Trying” is a satirical adaptation of a musical and book about climbing the corporate ladder through questionable ethics and office antics. It highlights the challenges and perceptions of sales, emphasizing the importance of integrity, customer focus, and ethical behavior. Success in sales requires practice, resilience,…
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Keep Your Customers Close and Your Competitors Closer
The phrase “Keep your friends close; keep your enemies closer” highlights the importance of understanding competitors in outbound prospecting. Battlecards are essential tools for comparing products and services, allowing companies to strategically position themselves against competitors. They should be regularly updated using competitor information and third-party assessments. Informed sellers can better engage knowledgeable buyers, ensuring…
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The Do’s and Don’ts of Prospecting
Effective prospecting requires targeted, quality outreach rather than a “spray and pray” approach. Schedule dedicated prospecting time, maintain enthusiasm without being overly dramatic, and prepare for calls to ensure success. Understand the prospect’s needs, keep conversations brief, and always ask for the next step. Continuous learning and resilience are key, as sales can lead to…
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Add Value by Solving a Problem that Your Prospect Does Not Know They Have
Sales teams add value by solving prospects’ problems, not just selling products. Successful sales involve understanding prospects’ pain points and future challenges, requiring strong problem-finding skills. Engaging prospects through open-ended questions helps uncover needs and fosters collaboration. Effective problem-solving is crucial for closing sales, as it focuses on addressing the prospect’s unique challenges rather than…
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Anti-ghosting Tactics that Turn Leads into Calls that Turn into Appointments
Prospects often “ghost” sales outreach, avoiding communication through calls, emails, and social media, which can be disheartening for sales representatives. Ghosting can occur before any connection is made, often due to poorly defined Ideal Customer Profiles (ICPs) or ineffective value propositions. To minimize ghosting, sales teams should personalize outreach, target appropriate contacts, and utilize a…
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Sales Bots are Disrupting the Way Live Salespeople Sell
The term “disruptive” has become overused, often conflated with innovation. Disruptive selling differs from traditional methods by creating unexpected outcomes and addressing customer confusion, trust issues, and traditional sales processes. While sales bots are emerging in this space, they may lack the human touch necessary for understanding customer needs. Disruptive sellers, whether human or…