Sales Reps Articles

  • Two new contacts introducing themselves

    Get Introduced to Your Sales Prospects in 4 Simple Steps

    February 15, 2018

    You’ve researched all there is to know about the account, including the name of the contact to connect with first. Now, it’s time to reach out to them. Where do you start? According to Harvard Business Review, 90% of decision makers say they never respond to cold outreach, let alone respond favorably. One of the better ways to beat the odds is to warm up your...

  • Valentine's Day Candy

    4 Tips to Get Buyers to Fall in Love with You this Valentine's Day

    February 14, 2018

    Editor's Note: This guest post was contributed by Mike Schultz, President, RAIN Group. While Valentine’s Day is typically centered around relationships between loved ones, it’s also a good opportunity to evaluate and improve your business relationships as well. Almost every business relationship begins with building rapport. Whether someone likes you or doesn't...

  • LinkedIn Active Status

    Timing Is Everything: Using LinkedIn for Spot-on Sales Outreach

    February 12, 2018

    Timing is everything. The old saying never rings truer than when it comes to reaching out to a sales prospect. With ideal timing – first to respond to a hot lead, for example – a not-so-perfect sales message has a shot. But when the timing isn’t right, even the most well-thought-out, personalized message faces an uphill battle. Sometimes good timing is just...

  • Closing a Deal

    How to Close Your Biggest Deal Yet in 2018

    February 6, 2018

    Closing deals and moving up. That’s what being a top salesperson is all about. It’s hardly news to you, we’re sure, but we also know...

  • Colleagues

    3 New Metrics to Add to Your B2B Sales Analytics Arsenal in...

    January 29, 2018

    If you can’t measure it, you can’t improve it. This fundamental reality is as true in 2018 as it was in 2017, and every year preceding...

  • Sales Risks

    4 Key Risks to Your Deals and How to Minimize Them

    January 22, 2018

    Editor's Note: This guest post was contributed by Mike Schultz, President at RAIN Group. Imagine this scenario. You’re a seller who...