Top B2B Sales Challenges and How to Overcome Them

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B2B sales has become an increasingly competitive landscape in recent years. In fact, only 24.3% of surveyed salespeople exceeded their sales goal in 2020. This means that the B2B sales world has become more and more difficult to excel in than before. Outlined next are the biggest challenges our own sales leaders have seen in […]

How to Develop Your B2B SaaS Sales Process

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The SaaS market has doubled since 2014 — growing to $157 billion in value by 2020. This means that the software industry is increasingly competitive, so optimizing your SaaS sales process is key to ensuring business growth. Based on our 15 years of experience, our sales experts have perfected a proven B2B SaaS sales process […]

How to Train Remote Employees & Upskill Your Workforce

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It’s predicted that by 2027, the majority of the US workforce will be working remotely. The number of those with flexible working arrangements is also growing faster than the overall US workforce, at roughly 3x the rate. More companies are hiring and realizing the potential that remote work can offer. Despite nearly a quarter of workers already having the […]

B2B Sales Prospecting Strategies to Grow Your Pipeline

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  Prospecting is a critical function of any B2B sales organization, but it takes some strategic planning to make sure you’re pursuing the right buyers and not wasting time on people who aren’t likely to buy. In this article, we’ll provide some of the best prospecting strategies for modern sales organizations. 1. B2B Prospect Lists […]

B2B Appointment Setting: Everything You Need to Know

What Is B2B Appointment Setting

What is B2B appointment setting? B2B appointment setting is a sales development activity that involves specialized reps cold calling and following up with top-of-funnel leads, in order to schedule sales meetings for a closing sales rep who will deliver a more detailed sales pitch. The purpose of B2B appointment setting is to delegate the prospecting […]

Cold Calling Objections and Responses for B2B Appointment Setting

Cold Calling Objections & Responses for B2B Appointment Setting

Cold calling objections and responses differ from what a salesperson might hear and say when closing. Instead of convincing the prospect to buy, the goal is to find out if your solution is a good fit for them and demonstrate that it’s worth learning more about. A good sales development rep will use objections as […]

Cold Call Best Practices That Get Appointments

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When it comes to B2B appointment setting, most prospects on the other end of the phone either haven’t heard of your company or haven’t recognized any need for a solution like the one you sell. In order to set a sales meeting through cold calling efforts, you need a strategic pitch to warm up those […]

The 3 Biggest Risks of Inside Sales Automation Technology

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  Inside sales automation involves the use of software tools and AI technology to perform repetitive tasks, with the goal of saving time for salespeople and allowing them more time to sell. Automated tasks often include administrative or procedural duties, such as dialing, emailing, and leaving voicemails. Technology has revolutionized the way we do sales, […]

SDR Metrics That Will Make Your Team Successful

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Tracking the right SDR metrics tells you if your reps are performing to the best of their abilities. SDR metrics can also help you quantify the contribution of your sales development team to the overall sales process. This starts with a qualitative look at the data from your outreach. Don’t just look at how much […]

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