Alright we’re in the circle of trust and it’s time to admit it: remote sales is not only here to stay…but we kind of like it. Show me someone who truly misses the bullpen atmosphere with managers constantly counting dials and I will show you someone still searching for greener grass. I’ll take a flexible schedule and the ability to source deals down the hall from my kitchen any day of the week. With this new reality and companies starting to grow sales departments again, it’s time to dust off the virtual resume and prep for your next remote sales position interview.Read more
Alright we’re in the circle of trust and it’s time to admit it: remote sales is not only here to stay…but we kind of like it. Show me someone who truly misses the bullpen atmosphere with managers constantly counting dials and I will show you someone still searching for greener grass. I’ll take a flexible schedule and the ability to source deals down the hall from my kitchen any day of the week. With this new reality and companies starting to grow sales departments again, it’s time to dust off the virtual resume and prep for your next remote sales position interview.
In the past 20 years, artificial intelligence (AI) has jumped from the realm of science fiction right into everyday life. “Hey Alexa...what’s this hack talking about?”Constantly evolving, AI today is categorized as a “mature technology”...meaning it’s here to stay and change the world along the way. Especially for businesses across the globe.
How can you solve burnout from too many calls and low conversion numbers? The answer is in three key metrics: Activity, Quality, and Conversation. In a nutshell, you need to know how many calls your sales rep makes per day, how many decision-makers were reached, and of those, how many were qualified and moved onto the next step. No sales leader realistically has time to effectively track all of these metrics. Enter machine learning (ML) and conversation intelligence. ML algorithms are redefining the modern landscape of cold calling by first, building a database of transcribed calls for future analysis, and second, transforming those call recordings into invaluable sources of deal intelligence and market insight.
This one goes out to all sales leaders and managers: what part of the sales funnel keeps you up at night? Why do some deals advance all the way to the final stage only for the buyer to vanish into thin air? Why are some reps crushing it and how can you replicate it? With recent achievements in artificial intelligence, you can have the answers to these questions and finally get some decent sleep. In particular, Conversation Intelligence (CI) has gained rapid popularity as one of the most powerful, yet intuitive tools for enhancing sales performance. Manually listening to recorded calls is like looking for a needle in a haystack. Conversation Intelligence bales the hay and presents the needle on a platter for you.
Elevant, Inc. and Pickle have entered a strategic partnership that will provide clients with the ability to intelligently and conveniently increase company and building efficiency. Through this partnership, Elevant and Pickle will work together to provide clients with services that improve their building efficiency while simultaneously increasing sales revenue. Through Elevant's building automation and business intelligence combined with the ability to optimize and pull vital insights from all customer and prospect conversations provided by Pickle, clients can expect an increase in efficiency across the board.
Are robots taking over the world? Contrary to what science fiction may have you think, artificial intelligence and machine learning are already here to stay and it’s making the world a better place. Emerging technologies are redefining the boundaries between humans and computers: smart cameras are following shoppers in the store to gauge their mood and help companies provide better services; powerful ML algorithms cross-analyze purchase history to offer fine-tuned recommendations. NLP solutions are minimizing wait lines and helping sales reps across the world become better at what they do.
Once a Sales Development Representative (SDR) has gotten to the decision-maker (DM), dealt with any initial objections, and hooked the DM with their intro and quick pitch, it is time to request a meeting to start the buying journey. Just like the rest of this cold call conversation tree, once a meeting is requested, an SDR will hear a version of one of the following answers...
Work from home...work from anywhere...work remotely. All terms that have become part of every company's lexicon in recent years, but skyrocketed on Google Trends over the last few months. Obviously the pandemic treated office space like Omar Little’s morning strolls through West Baltimore in The Wire; but once-a-century global tragedies aside, companies have long been considering making the permanent switch to a partial or full remote workforce for a litany of economic reasons. While some roles/teams can make the commute from the bed to a makeshift workspace look easy; others take some real elbow grease and investment to become truly effective from anywhere. One of the most difficult functions that come to mind is sales.
Every time an SDR in your organization pitches a DM and has a conversation – whether it is a success or a failure – there is valuable data being generated that can be used to create future SDR best practices. Your prospects and current customers will give you endless insight on your company if you choose to listen.
Getting past the Gatekeeper. First, you dial...you know every decision-maker, the gatekeeper’s favorite team, memorized your company research, and have your script edited down to the last dangling participle. Your nerves build with each passing ring...what happens next may seem like an infinite universe of possibilities. Your journey begins with these 6 outcomes and our SDR conversation tree can help you deal with each.
For many businesses, the Sales Development Representative or SDR is the lifeblood of your sales organization. These phone warriors are the ones who make the thousands of connections necessary to drive revenue growth. So the true question remains: why are we sending our warriors into the proverbial gunfight with sticks? Any general worth their salt knows that the war is won and lost on the front lines. Without a strong direction and proper weaponry, you can only expect one result: failure (or in this case: high turnover).