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Webinar recap: 5 strategies to close deals during a downturn

While there’s not a lot you can do about economic uncertainty, you can adopt strategies to minimize the uncertainty in your pipeline. Last week, Mark Tanner (co-founder and COO of Qwilr), Jonathan Blackburn (VP Global Sales, Qwilr) and Kendra Berner (Senior Strategic Account Executive, Lattice) discussed “Closing deals during a downturn: 5 strategies for success”, hosted by RevGenius. 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

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

How to know if you need quote software

In this article, we discuss indicators that the manual, individualized method of sending proposals is counterproductive to sales generation and customer relationship management, and it might be time to consider a more efficient option: quote software. 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

Electronic signatures: what to look for, what to avoid

Providing an electronic signature option can accelerate the closure of a deal. Before choosing a proposal or electronic signature solution, take time to understand your needs for integration, use cases, and compliance before starting your search—it will make it easier to understand which solution fits your needs. 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

Simplifying personalized buyer experiences

Likely, no sales or marketing person would dispute the value of a personalized buyer experience. But personalization requires time, and often time that we don't have. The answer lies in streamlining processes, integrating technology, and improving relevancy. Read More

4 Ways to boost an underperforming sales team

Sales productivity suffers when not enough time is spent selling. Sadly, only 23% of a rep’s time is spent with prospects and too much time is spent on unproductive work. To free up more time, look for repeated tasks that can be automated, and review your sales processes to ensure they are current with technology, and keeping pace with strategy shifts. 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

How to dramatically reduce the time it takes to create sales proposals

Spending time creating and sending sales proposals is time you aren't billing out, managing your team, or improving your business. With a few simple tips, you can dramatically reduce the amount of time it takes to create a proposal and free up your time to focus on other, more important aspects of growing your business. 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