But, if you sell directly to an executive, your sale can get closed faster – and better. . The difference between a typical sales rep that earns $40,000 a year and the one who earns $500,000 a year comes down to approach. 7 tips for selling high-level prospects. Find credible, relevant sources to reference , and make sure they come from the prospect ’s market and region. Doing anything less is disrespectful to the prospect. . MORE

Whether you’re new to sales or an experienced sales leader, prospecting is integral to your current success and your future career growth trajectory. A prospecting plan that’s strategic and worked consistently improves the quality and quantity of leads in your pipeline. Too frequently, sellers make the mistake of only seeking net-new prospects and not realizing the wealth of opportunities available to grow existing, loyal clients. Gatekeepers. MORE

“Sales acceleration” is a good buzzword, but all it really means is “sell more, faster” … without saying anything about “How?”. We’re excited to announce our redesigned Outreach integration, which will make sales processes faster and easier than ever. Sales research – fast. MORE

With the rise of AI, new sales technology and automation at the forefront of the sales echo chamber these days, we thought we’d take a moment to bring it back to BASICS – that’s why we’ve rounded up this complete glossary of sales terms and definitions to help you remember where it all started. We’d also recommend this guide for any sales managers or business development leaders who are on-boarding new reps. Average Sale/Selling Price. MORE

Your sales team is working harder than ever to differentiate your product or service and close new business. Reps need to prospect, sell, and close -- and that doesn’t always leave a lot of time for administrative or big-picture work. Enter, the sales operations manager. MORE

Pick a sales strategy. It generally includes a business plan outlining the target audience, marketing plan, and sales strategy. decision makers for every sale who have a say in whether a product is purchased. Gatekeeper: Blocker in getting a product implemented or approved. MORE

Suppose Payless is having a sale, and you buy cheap hiking boots. Take data: There are a lot of options for third-party lead data and sales intelligence. Dead-ends and gatekeepers. Beyond email, your sales team also suffers from bad data. The quick buck. A free lunch. MORE

Throughout the life of a lead, from Marketing to Sales Development to Sales to Customer Success, good data facilitates and maximizes growth. To reach those prospects, they need contact information: verified email addresses, at a minimum. MORE

Author: Todd Handy Before we start, let’s make sure we’re all on the same page regarding the term “direct sales.” Chances are, if you’re playing in today’s world of direct sales, you could use a few tips on how to amp up your strategy and move from playing to competing. MORE