Convert More Inbound Leads by Coaching Sales Reps in 4 Steps

Business person holding a baseball behind his back and ready to pitch to a salesperson and catcher

By Kendra Lee  Sales as sport – the comparisons abound. Sales TEAMS look to WIN business. Top salespeople are often recognized with TROPHIES. The list goes on. However, there is one connection to sports that often gets overlooked – COACHING. More specifically, coaching sales reps how to better convert inbound leads into sales-qualified opportunities. Sales […]

How to Effectively Follow Up With Your Inbound Leads

Effective inbound lead follow-up on the phone

Your B2B marketing campaigns are generating inbound leads. Marketing carefully tracks the source and hands over the information to sales. Your salespeople diligently reach out to everyone on the list. It’s a single, solution-rich message that lets reps easily contact each lead.  But only 1 person responds  You’re confused. Sales blames Marketing for passing a […]

Three Questions Every Testimonial Must Answer to Win More Sales

Testimonial KLA Group

Every salesperson knows that client testimonials are like gold in the sales process. The right testimonial can avoid the need for lengthy reference sharing. It can keep you in a highly competitive sales process or avoid the competitive bid process overall. The right testimonial puts into words what prospects would never believe if you said […]

Your Lead Generation Expectations Are Wrong

Lead Generation Campaign

When business owners embark on a lead generation strategy, their expectations are all wrong.  It doesn’t matter if they’re hiring a sales rep, focused on appointment setting, running social ads, holding events or implementing email campaigns. Their expectations are wrong. And when lead generation expectations are wrong, so is everything else: the process, the budget, […]

Emails Don’t Sell

Emails Dont Sell. People Do.

Emails don’t sell. People do. Yes, I know I’m going to take a lot of flak for that, especially from the digital marketers. But the reality is if you are in a business-to-business selling environment, emails do not sell. Emails can open doors. I should know. I’ve written a wildly popular ebook about how to […]

Why Flexibility Hurts (Not Helps) Your Ability to Close Sales Deals

For many sales reps, being flexible throughout the sales process seems like the best, consultative approach to establish a strong prospect relationship and win more sales. Rather than suggest what a prospective client should buy, reps opt to empower the client to dictate their needs. In doing so, the thought process is that reps convey […]