-
How to Get Past 'Gatekeepers' in Sales
Posted On August 20, 2017 by Evan LamolinaraBusiness-to-business (B2B) salespersons often focus on their sales efforts on decision-makers, such as top-level executives. In doing so, however, they overlook some of the lower-level employees of a prospect's company: the gatekeepers. If a salesperson isn't able to get past the gatekeeper, he or she won't be able to reach the company's decision-maker, let alone effectively sell their product or service.
Read More -
B2B Sales: 5 Tips to Reach Decision-Makers
Posted On August 17, 2017 by Robert SmithA common mistake made by business-to-business (B2B) salespersons is overlooking a prospective company's "decision-makers." Instead of talking to the individuals who have the authority to make purchases, salespersons talk to lower-level employees. Granted, there are times when these correspondences may result in sales (e.g. the employee shares the offer with his or her boss; or is key stakeholder in the decision making process). In most cases, however, they are empty leads that consume time and resources without yielding anything in return. So, how can you reach the decision-makers?
Read More -
6 Prospecting Methods that Yield Bad Sales Leads
Posted On August 17, 2017 by Robert SmithNot all sales leads are made equal. Some B2B leads have a higher chance of converting into paying customers -- and these are the ones you should focus your sales and marketing efforts on. In order to do so, however, you should avoid generating leads using the following methods.
Read More -
Using Data to Improve B2B Customer Retention Rates
Posted On August 10, 2017 by Robert SmithStatistics show that it costs between five and 25 times more to sell to a new customer than it does an existing customer. Existing customers have already given you their seal of approval; therefore, they are easier for sales teams to convert. The problem, however, is finding ways to retain customers. Thankfully, there are several data-driven solutions to increase customer retention rates and ultimately drive more sales.
Read More -
Medical Construction Project Activity - July 2017 Recap
Posted On August 04, 2017 by Robert SmithSalesLeads' research team identified 93 new planned medical and healthcare construction projects during the month of July 2017. Below are a few of highlights on some of the major projects throughout the United States and Canada.
Read More -
Want to Sell More? Understand Your Customers Better
Posted On August 03, 2017 by Robert SmithWhen it comes to selling an industrial product or service, the more you know about your target audience, the greater your chances of success. Unfortunately, many sales people ignore this principle by using the same cookie-cutter approach towards every prospect. Even if you have a general understanding of your target audience, however, no two prospects have the exact same problems and needs. Therefore, you must place yourself in your prospects' shoes before reaching out to them.
Read More -
Industrial Projects Report - July 2017 Recap
Posted On August 02, 2017 by Robert SmithSalesLeads' experienced research team identified 467 new planned industrial projects during the month of July 2017. Below are a few of highlights on major industrial projects and noticable insights found in our industrial reports.
Read More -
5 Tips for Renting Out Industrial Construction Equipment
Posted On August 01, 2017Not all successful construction equipment businesses revolve around direct sales. Some focuses on equipment rentals. Construction companies often prefer to rent their equipment instead of buying it due to cost-savings it offers. If a company only needs a bulldozer for one month, for instance, renting is probably cheaper than buying. But if you're thinking about renting out industrial construction equipment, there are a few things your should know.
Read More -
Cold Emailing Strategies to Generate More Sales Leads
Posted On July 25, 2017 by Evan LamolinaraCold email marketing is arguably one of the easiest channels through which to generate business-to-business (B2B)sales leads. According to Experian, email is 20 times more cost effective than traditional advertising mediums. Assuming that you don't abuse an email address, you can continue to passively and efficiently communciate with your prospects.
Read More -
Why a Rejection in B2B Sales Isn't Always a Failure
Posted On July 21, 2017 by Robert SmithAmerican author and choreographer Twyla Tharp said it best: "Ultimately there is no such thing as failure. There are lessons learned in different ways." This is a principle that all business-to-business (B2B) sales people should follow. When one of your B2B sales leads rejects your offer -- or you otherwise experience a loss -- you should take a few steps back to review what happened. Even though you didn't make a sale, you can still learn from the experience and use this knowledge to optimize your future sales efforts.
Read More