Conversations vs. Combat

Conversations vs. Combat

Does your sales team know the difference between conversation and combat?

Far too often, salespeople will get into verbal hostilities with their potential buyers. They hear a question or an objection and automatically go on the defensive!

This is not a trait you want to see in one of your sales reps. You’re simply not going to close a sale with a customer you’re also arguing with. The last thing you want is for your sales rep to “win” the debate and have your customer sit back and shut up. This is a sign of apathy and it won’t lead to anywhere positive for the sales rep […]

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Stumbling with Cold Calls? You’re Not Alone. Here are Some Helpful Tips.

Stumbling with Cold Calls? You’re Not Alone. Here are Some Helpful Tips.

Even for experienced salespeople and sales leaders, it is not unusual to occasionally hit a wall — even fear — when it comes to making cold calls.

Here are a few tips to put you at ease:

Today will soon be done. Essentially, my encouragement to you is to stay positive and remember that one challenging day with some cold calling does not define your week, month or year.

If you sit in an open area where your colleagues can hear you on the phone, remind yourself that people pay less attention than we think they do. You may feel self conscious […]

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Six Steps to Digital Selling Success

Six Steps to Digital Selling Success

There’s a societal behavior pattern at work with social selling, which I find fascinating.

Shout It From The Rooftops

Have you ever noticed how we tend to shine a spotlight on the behaviors and social mores that we want to morph and replace with a “new normal?” By shining the spotlight on an issue and increasing awareness, over time, acceptance grows. I remember first learning about this in a sociology course in college, many years ago. Some societal examples:

Minority groups and supporters lobby about the need for equality and diversity and foster a societal movement toward racial equality.
Women’s groups and supporters espouse […]

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Tackling the Impossible Sales Challenge

Tackling the Impossible Sales Challenge

How do you get a targeted account if all your previous attempts have failed? If you want to catch a big fish, perhaps the sports fishermen of New Zealand can give you some ideas. After all, they face a very difficult, if not insurmountable, challenge that would stop most fisherman entirely.

The coastline off the Ninety Mile beach is teaming with red snappers and other delectable salt water species. It’s a gorgeous pristine area with huge sand dunes, no hotels and no piers.

To complicate matters even more, the sandy beach often goes out for hundreds of yards, making it difficult to fish […]

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5 Factors Needed for Sales Enablement Success

5 Factors Needed for Sales Enablement Success

To keep your business relevant and competitive, you need to move away from old sales tactics. These interruptive techniques will only hold back your company. Sales enablement, however, will help you and your sales people adapt to the new way people buy.

What exactly is sales enablement? It’s a multi-faceted term that refers to the tools, technologies, processes, and practices that empower sales teams and help them sell at a higher velocity.

To break it down, here are five factors you need to consider for success.

1. Sales and Marketing Alignment

Are your sales and marketing teams operating in silos?

To be successful, everyone needs […]

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What is document and contract redlining?

What is document and contract redlining?

In document management and collaboration process, redlining refers to marking text that has been edited. Typically, redlining is used when two or more people are working on a document together; each individual can redline the text that was added or edited. The redlined text will then appear in a special color (or as bold) so that others can see the changes that have been made

The traditional redlining process typically takes two files as input, compares them to find the largest and nearest blocks of common text, and showing the rest as either added or deleted.  The process works best for […]

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Best Sales Enablement Tools

Best Sales Enablement Tools

Smart salespeople use smart tools. As your sales team is the real driving factor of your business, you have to ensure they have tools that help enhance sales processes. In the technology world, you can easily get lost among the variety of tools, so we’ve shortlisted 9 tools that increase your sales team’s productivity and overall performance.

Crystal Knows

This is the tool that earns you business.  Simply speaking, Crystal will help you create emails by giving you all the information about a possible prospect. It is a complete game changer when it comes to drafting a bespoke and personalised […]

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How to Maximize Sales with a Document Management Software?

How to Maximize Sales with a Document Management Software?

As a sales manager, what if you were told that your sales team spends only 35% of their time selling. Have you wondered where the rest of their productive time actually goes? In fact, sales reps waste their time on non-customer facing activities, like admin tasks and searching for account information. If you want to have a highly-performing sales team, you have to help manage their time and optimise sales processes. Using document collaboration and management solution can help maximize your sales team’s selling time by moving unnecessary tasks away from them and ensuring they are focused on closing more […]

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5 Ways to Improve Your Sales Process with Document Management Software

5 Ways to Improve Your Sales Process with Document Management Software

4 hours – this is how much time a sales rep spends every day sending emails, doing follow up calls and other admin. Can you imagine how many hours per week your sales team is losing due to the lack of automation and management? It can be easily improved with task automation and document templates. It’s time to change your game plan and equip your sales team with the latest technology. This is where document collaboration and management system excels. In this article, we share our best practices to use DocuCollab as a way to accelerate any sales process.

1. Draft […]

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Document Collaboration: DocuCollab vs Email

Document Collaboration: DocuCollab vs Email

If you look at the bigger picture of your company, you’ll most likely agree that documents and data forms an integral part of it. Just think about the daily processes – sales teams rely on correct client data, HR department is dealing with loads of training and onboarding material, the finance department is working with confidential and business-sensitive information. Documents are a necessary part of any organization and quickly becoming more collaborative in nature. As organizations move toward digitizing their business processes, the collaborative document editing and review performed using emails and word processors tend to be more problematic, error-prone […]

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