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The 10 Key Elements of Winning Sales Proposals

If you want to stand out amongst your competitors and make an impression that prompts buyer action, your proposal must be better than all the other ones the buyer has received. A stand-out proposal is not only memorable but engaging and accelerates the deal. There are many good sales proposals in the world, but the great ones win the business. Read More

The 2023 Guide to Effective Sales Discovery Questions

Learning about your prospect and their needs is an integral part of the sales process. One of the best ways to do that is by asking thoughtful discovery questions. Though there’s any number of questions you can ask, here we've compiled our top nine.  Read More

3 sales strategies to improve buyer engagement

Sales reps have a hard job. And with continuing economic uncertainty, engaging buyers to close deals is set to be an arduous task as we head through 2023. Explore 3 sales strategies that can help improve buyer engagement now. Read More

3 Insider tips for using an ROI calculator to quantify product value

Almost all sales teams agree that demonstrating ROI in sales conversations is essential; the challenge is collecting the right data and visualizing the return. An ROI calculator can quantify product value, mitigate pricing objections, and help seal the deal when done well. Just remember, an ROI calculator isn’t a sales panacea. Read More

How to ignite sales growth with an effective selling process

Your selling process will make or break how fast your company grows. Of course, sales process design is simple in concept but not easy to execute. While your go-to-market sales process will vary by your stage of organizational maturity and the market you’re going after, all successful sales organizations require a sales playbook to grow and scale. Read More

Strategies for creating an irresistible offer using tiered pricing

Your pricing is the culmination of your sales message, yet B2B sellers often settle for boring, lackluster pricing presentations that kill momentum and delay closing the deal. Remember, a purchasing decision is primarily emotional, and as humans, we’re swayed by many psychological pricing influencers— a good pricing strategy factors in both emotional and rational cues. Read More

6 Deadly sins of sales communications

We’ve all been there— you think it’s going great with a potential buyer when the deal suddenly dies. And it’s even worse when you find out the buyer went with your competitor even though you have a superior product. Could it be your actions or sales communications are sabotaging your efforts? Read More

How to handle sales objections to close more deals

When handling sales objections, the scary part is the unknown. You don’t know when an objection will crop up or what your prospect will object to, and you might not be sure exactly how you’ll respond. Understanding the commonalities of objections reduces the fear, and prepares you to better guide your buyer through the sales process and onto closing the deal.  Read More

4 B2B sales and marketing trends to watch in 2022

As 2021 comes to a close, it’s time to reflect on the past twelve months— what we learned, how we’ve grown, and how to best equip our teams for what lies ahead.  This post highlights four B2B sales and marketing trends we expect to be prevalent throughout 2022. Read More

6 Do’s and don’ts of writing a proposal

When you’re getting ready to close a deal, it can feel like you’ve already done most of the work. However, writing a proposal is just as important as the rest of the sales cycle. Here are six best practices to keep in mind. Read More

5 Ways to improve your cold emails

Crafting the perfect cold email can feel overwhelming. How can you capture the attention of a stranger? With the right tools and the right personalization tactics, you can optimize your outbound sales strategy to maximize engagement. Read More

Sales coaching: Optimizing the discovery call

The discovery call is THE most important sales call, yet according to stats by Salesforce, 40% of reps are unprepared, and 85% of buyers aren’t excited after the call, either. Why is that? In this post, we offer strategies to improve the effectiveness of your discovery call. Read More

7 Ways to optimize your sales process

Optimizing your sales process not only results in more closed-won deals, but can reduce the length of your sales cycle, improve efficiency, increase team morale, and be the difference between a good year and a banner sales year. Read More

5 Actionable strategies for managing your sales pipeline

If your sales are stagnating, it could be your sales pipeline is holding you back. From administration issues to follow-up, scrutinizing your sales pipeline can help identify where the bottlenecks are occurring, and what's preventing you from achieving your goals. Read More

5 Ways to build customer trust [INFOGRAPHIC]

A prospective customer begins forming an opinion about your brand during the purchasing process. How you engage with prospects, your responsiveness, the brand image you create during the “courtship” period— all set the tone of what it will be like “when the honeymoon is over,” or the experience that prospect can expect as a paying customer. Read More

Overcoming sales objections: Price vs. Cost

Successful salespeople know that there’s an art to bringing price into the sales conversation—they also understand the differences between price vs. cost and how to demonstrate value, to overcome even the toughest sales objections. Read More

Demonstrating product impact with an ROI calculator

While it’s true humans make decisions primarily based on emotions, it’s also true that we use logic to justify our actions to ourselves and to others. And when you’re dealing with tight budgets, you must provide tangible evidence why purchasing your software makes good business sense— if you want to win the deal. Read More

9 Reasons why you’re not winning more virtual selling deals

If your sales team isn’t closing as much business as you would like, review their sales techniques. Virtual selling isn't the same as selling in-person. And similarly, the virtual buyer experience is different, too. Are you creating a positive experience conducive to winning the business? Read More

7 Buyer Enablement Strategies for your B2B Sales Team

As much as buyer enablement is about making it easy for your customers to buy, it's also about creating a more empowered and knowledgeable sales experience. Consider your customer's perspective as you start building your strategy: what they’re looking for, why they care about it, the best time for them to learn. From there, you can start considering how your overall sales strategy needs to change. Read More

5 Blockers preventing your sales team from selling more

Just as the sales landscape evolves, so do the barriers your team faces. Whether it's a lead, prospect, or customer, sales reps need to play the role of counselor, rather than a pushy salesperson. As their manager, your focus should be on training and development opportunities—both formal and informal. Read More

Lead follow-up: how long should you wait?

Lead follow up is tricky. If you reach out too soon, you might seem overeager and scare sales prospects off. However, if you wait too long, you risk the possibility of your prospect losing interest. What is the optimal length of time for following up with prospects? Read More

Winning more work: Presenting a winning quote, proposal, or pitch

An accountant could never send a quote where the numbers don’t add up. Nor should a visual brand send a proposal that isn't as stunning as the work they do. It all matters. Often, it is your sales proposal that introduces your brand to decision makers who are signing-off on the expenditure. We think it’s important to make sure you’re wearing your Sunday best. Read More