8 Questions to Ask to Get to the Decision Maker
Data shows that focusing too much attention on end users while neglecting final decision makers can cause you to waste time or lose deals. Here are sample questions to ask to get to the decision maker.
Selling Skills
4 Biggest Turn Offs to Business Buyers
Some common themes are recurring in what B2B buyers are complaining about during the sales and marketing process. The good news is, with diligence and attention to detail, all of them are fixable.
Interview with Expert Sales Consultant Mac McIntosh
B2B sales and marketing expert M. H. (Mac) McIntosh specializes in helping companies generate more high quality sales leads, turn them into sales, track and measure results, and prove a favorable return on investment. He shares his insights on how to boost sales and ROI.
When Should You Reveal Pricing to Online Buyers?
When to reveal pricing to prospective buyers is a hot topic for vendors – especially revealing it on the Web or in an email. Does it cause price erosion to give it out to soon, or do you get more opportunities for your sales pipeline?
Overcoming the Fear of Buying
Before B2B marketers and sales people get the chance to present the benefits of their products, they may have to overcome the biggest obstacle in their path first - their prospect’s fear of buying.
10 Biggest Mistakes Sales People Make with Their Internet Leads
Should business buyers who request nformation online be treated like any other sales lead? In some ways – yes; in other ways – no. Avoid these mistakes with your Internet leads and you'll greatly increase your odds of sales success.
Want to Be a Top Sales Person? It's All in the Attitude
What distinguishes top sales people from their mediocre counterparts is an attitude and an approach to their sales activity. Wheelhouse interviewed leading sales trainer Rene Zamora about the behaviors of the best sales people he knows.
The Buyers Behind Your Internet Lead
Who’s influencing your B2B sale? When you get a lead from a business product buyer, it’s important not to view that lead as more than just one person – because there’s a whole team of influencers behind your prospect’s decision to buy or not to buy.
6 Stages the Online Buyer Goes Through
Experienced sales professionals understand the traditional sales cycle, but all too often – they ignore stages of the “buying cycle.” Respecting the necessary stages a buyer must go through before purchase can be the difference between winning and losing a sale.
ROI Calculator
Calculating close rates, cost per sale, and ROI from your leads along with sales cycle times is essential for gauging the effectiveness of your leads program. We’ve made it easy for you to do this with our complimentary Marketing ROI Calculator.
Sales Process Diagnostics
If you’re not hitting your lead close rate goals, going through a diagnostic test of every step in your sales process can give you a precise reason why. Here’s a checklist of questions to ask to boost your lead close rates.
Steps in the Sales Funnel Defined
The sales process can be broken down into key steps on your path to closing a deal. But as important as measuring these steps, it’s essential to clearly define what each step means for you and your sales team. Here the are defined.
What to Measure When Working Your Leads
The most successful sales people are meticulous about tracking key metrics when they work their leads. Here are the numbers we recommend that vendors track during their sales process.
7 Best Practices for Prospecting Phone Calls
We all know the adage – You only get one chance to make a first impression. Here are seven essential best practices that will help you create a positive, long lasting impression with your prospects from the initial phone call.
Lead Nurturing
The term “lead nurturing” implies that leads, in particular - Internet sales prospects, require more attention than simply providing product information and trying to close the sale. Here are tips for the proper care and nurturing of your Internet leads.