For most sellers, the focus of 2021 has been about adapting to the new sales environment.
Those who got ahead in 2021 did so by adopting new methods to stand out and stay competitive. For many, this meant excelling in a virtual environment.
But virtual selling is only one piece of the puzzle. Fundamental relationship-building skills and mastery of sales conversations, among many other factors, allowed savvy sellers to gain an edge.
Our top content in 2021 reflects those skills that carried sellers through the last two years, and more that'll be invaluable in 2022 and beyond.
There’s no shortage of advice meant to make prospecting easier and faster. But prospecting is dependent on strategy, preparation, and consistency—none of which are easy or fast.
In this on-demand webinar, Neil Wood walks you through a research-backed framework to create a sustainable and repeatable process for prospecting.
Creating conversations with prospects is critical to greater success in sales, but the dynamics of how to do so can be baffling. Unfortunately, when sellers seek to understand prospecting better, they often find conflicting advice.
In this article, we break down prospecting into its fundamental steps to examine strategies necessary to get the most out of your outreach and fill the pipeline with quality prospects.
Eighty-two percent of buyers will review your LinkedIn profile before accepting a meeting or otherwise connecting to you. You’re constantly being evaluated on your digital brand.
To get the most out of LinkedIn, you need to optimize your profile and use the platform to connect with others and strengthen your relationships. This article shares actionable steps you can take to improve your presence and outreach on LinkedIn.
Virtual selling is the new normal. Even in situations where you do some selling in person, you’re still likely to have a high number of virtual meetings on your calendar.
To maintain and build positive relationships in a virtual environment, you need to be aware of how interacting with buyers is fundamentally different. In this article, we share tactics to make the most of your virtual meetings and set yourself up for success.
New business from key accounts is 60% to 70% more likely to close compared to the 5% to 20% likelihood of closing a deal with a new client. This means account management and retention should be a top priority for organizations looking to increase wins.
In this article, we share nine reasons why account teams succeed, as well as a proven account management process and the roles that make the biggest difference with clients and prospects.
We hope this content can help you get a head start on your sales goals for the new year. Here’s to a happy and successful 2022!