In sales’ win/loss/no-decision threesome, no-decision is the enemy, fearsome enough to make the list of top sales trend for 2013.One defense against the slow death that is no-decision? Tackling the hassle factor in buyers’ organizations. With companies focused on demanding purchases that support strategic initiatives, who can blame prospects for feeling overwhelmed and letting deals [...]
Willy Loman is dead. Road warriors, Geoffrey James noted recently, are giving way to desk jockeys who sell via computer and phone. Bloomberg Businessweek concurs in a long article outlining the decline of traditional in-the-field selling. With technology transforming nearly every industry, this shift is no shocker, but the rise of selling via tech—inside sales—comes with a rapidly [...]
Philadelphia-based CloudMine started by selling to geeks. The team behind the fledgling company had a vision to help other developers take data from wherever it was located and get it to wherever it needed to go with a no-fuss middleware solution. They had no trouble building a product their fellow developers loved. But CloudMine soon [...]
How many business-to-business (B2B) companies, especially startups, clarify who their ideal customer is up front before unleashing their sales teams? Not enough, according to MIT Sloan Management Review.The authors, Frank V. Cespedes, a senior lecturer at Harvard Business School, James P. Dougherty, information technology (IT) entrepreneur and lecturer at MIT Sloan School of Management, and [...]
Most businesses attempt to sell additional products or services beyond initial purchases, also known as “cross-sales,” to all customers, believing that more transactions lead to higher profits. They’re right—most of the time. If you are an iPhone app developer, they are all but required. But sadly, 10 – 35% of a firm’s individual customers who [...]
Editor’s note: This week we’re bringing you some of the most popular posts we’ve ever published. Below is our most-read article: Four Email Templates to Keep in Touch.By Matthew Bellows, CEO at YeswareEarlier this year, I wrote about Four Winning Approaches to Writing a Cold Email. Now that you’re building a relationship, it’s important to [...]
By Nacie Carson, Contributor to Yesware Visit almost any company’s website and you’ll find some variation of “We live service!” emblazoned across the top banner.But what does service really mean in an age when so much, if not all, of the sales and service cycles occur online? As a B2B consumer, my experience has disappointingly [...]
By Romy Ribitzky, Editor at Yesware Just about everyone has had to make a cold call at some point or another. Salespeople can spend hours on the phone, swimming in the ocean of rejection that we perceive the cold call process to be. Which is why, every few months, corporate blogs ask some version of: [...]
In a startup you’re either making bullets or shooting bullets. If you’re making the bullets, you’re part of the engineering team. If you’re shooting bullets, you’re part of the sales team. And even though you’re in a startup, you want to be shooting those bullets into enterprise-level targets. Because nothing is going to make you [...]
By Romy Ribitzky, Editor at YeswareMany of us might be sales professionals, but we’re really relationship experts. In our first #SalesInsiders Twitter Chat, hosted earlier today by SalesLoft, The BridgeGroup Inc, and Yesware, we couldn’t help but notice that the questions we got—even those about making goals and evaluating your pipeline—mostly kept a keen focus [...]