| Sapper Consulting

Why do Sales Managers Fail? They Manage Results – Not Actions.

Sales is known for celebrating and driving results. But what about actions? Focusing on inputs is an important reality for prospecting managers but it’s often overlooked. Learn how focusing on inputs can level-up your prospecting plan.

How to Sell to Cold Leads

With the right nurture strategy, cold prospects are just warm leads waiting to convert. Take your time with cold leads and reap the rewards of a sustainable pipeline.

How to Grow Your Business Without a Sales Team

Growing your business is an ongoing and ever-evolving challenge. You want to make sure you have the right tools at your disposal – but does a sales team have to be one of them?

Sales Managers as Agents for Change

Sales Managers are critical change agents who can help your organization overcome the pains of technology adoption. Unfortunately, this pivotal role is frequently the most underdeveloped component of the change management process….

Small Business Owners: When is it Time to Hire a Sales Person?

Hiring your first salesperson is an important step on the growth journey. But figuring out when the time is right isn’t always easy.

5 Reasons It’s Harder Than Ever to Meet Your Quota – and What to Do About It

The sales industry is facing obstacles that go far beyond the past year’s budget and strategic uncertainties hitting every industry. When 57% of sales reps across industries expect to miss their sales quota, something is amiss…

The Sales Engagement Podcast: Ideal Customer Profiles with TJ Macke & Jason Serota

Sapper’s VP of Strategy TJ Macke and Adobe’s Head of Commercial Business Development Jason Serota join this episode of the Sales Engagement Podcast to discuss all things Ideal Customer Profile.

4 Ways to Recover Flagging B2B Sales in 2021 and Beyond

You’re probably ready to return to pre-pandemic operations, but the business landscape isn’t the same one you bid farewell in 2019. The business world has changed drastically over the past year due to social distancing restrictions, economic uncertainty, remote work, and unemployment — and these changes have affected B2B sales

How to Know When It’s Time to Grow Your Sales Team

Most small and medium-sized businesses are well adjusted to running a lean team. But running too lean, especially on your sales team, can leave money on the table…is it time to grow your sales team?

How Remote Work has Impacted B2B Sales Environments

Most high-level sales reps are used to in-person selling opportunities. As the world has transitioned to digital sales, adjustments are necessary to remain competitive.

Unpacking Content Governance

Content governance is one of those topics that get lots of theory and little application (or often any consideration at all). Without a consistent practice of content governance, your team will lack the ability to identify, prioritize, create, organize and optimize sequences across the organization.

10 Tips to Create Effective Outbound Prospecting Emails

Convincing strangers to give you 30 minutes of their time is a challenge; convincing strangers that are not actively looking for your product, may not have heard of your company, or even be aware of their own business obstacles, on the other hand, can be impossible. And yet, this is a circumstance shared by most of your sales reps.

Crafting Competitive Prospecting Sequences

The purpose of prospecting isn’t to pitch a sale, but to create enough doubt about how I do work today that I’ll listen to a new way. This paradigm shift is the nucleus of the Sapper approach to building sales sequences.

Understanding the Spectrum of Reward in your Inbound Workflow

Here’s how your organization can set up a holistic lead capture funnel that prioritizes warm leads without losing sight of those still-convertible, but not quite ready prospects.

Your B2B Pipeline is Sitting on a Goldmine of Untapped Leads

Every marketing campaign generates more interest than leads. The majority of prospects slip through your fingers and fall back into that never-ending well of “could-have-been’s.” But are they really Closed Lost?

Is Your Sales Tech Stack Increasing Efficiency or Wasting Money?

Every new sales tool promises to improve operations – but is the juice worth the squeeze?

How to Mitigate Risk With a Risk Burndown

Owning a business will always involve some risk. But you can work to preemptively address it with the risk burndown method. Here’s how.

Don’t Let the Holidays Freeze your Sales Pipeline

5 ways to use urgency to sidestep holiday obstacles, hit your Q4 goals, and fill your pipeline for 2021.

Your Audience Retains Only 10% of Your Message; Here’s How to Fix It.

Let’s play a game; what comes to mind when you read these sentences?

How to Start Off 2021 for Pandemic Recovery

Sales teams are still reeling from a year full of uncertainty thanks to a global pandemic. The responsiveness of successful organizations in the next few months will make or break your 2021 pipeline, making it vital to recover now from the hits you took last year.

How We Made Our Sales Training More Effective by Making It Harder

Effective training is critical for the development of a successful sales team. Discover how we boosted our sales by nearly 70% with these four methods.

How to Upgrade Your Sales Enablement Program for Better Revenue

Sapper Consulting details four sales enablement strategies to empower your team. Read how to upgrade your sales enablement program for better revenue.

12 Keynote Sales Speakers You Shouldn’t Miss

This article was originally published on Marketing Insider Group on April 9th, 2019.

How to Bounce Back When a Big Client Calls It Quits

Bounce back when a big client calls it quits with our 3 steps to fill your sales pipeline with new clients. These sales tips will help you recover in no time.

Radical Candor Is The Cure To The Sales Ethics Crisis

Shift your company culture to one of honesty & keep your team on an ethical path to success by implementing radical candor. Here are 4 ways to think about it.

6 Do’s and Dont’s of Post-Pandemic Sales Pipeline Management

This article was originally published in Saleshacker on Aug 19 2020.

How to Keep Closing B2B Deals During the Pandemic

The pandemic will pass eventually, but that doesn’t mean you can afford to stop selling and wait for better times.

3 Best Practices for Growing Your MSP: Read Or Miss Out

The high demand for help from MSPs makes this a great time to be in the industry. But as market pressure increases, how can you stand out from your competition?

How to Psychologically Segment Audiences to Better Connect Via Email

Taking a psychologically segmented approach to emails and other marketing pieces forces you to focus on your customer’s needs. And guess what? They’ll know it and respond.

After all, buyers are a whole lot savvier than they used to be. They’ll put their money toward companies that listen, even if the organizations are less qualified on paper than others.

You might be new to this method of using psychology to increase your customer service through communications venues, but it will become second nature if you practice it regularly.

Modern Day Sales: 8 Ways Companies are Changing the Future of Sales

If you are a small to medium-sized business, you may be contemplating how to transform your sales team to maximize the results from lead generation and customer acquisition activities while minimizing sales resources. Consider these eight ways that companies are leveraging tech to change the sales process so that you can emulate their success.

Keeping It Personal: 4 Steps to Improve Sales Prospecting

You can’t qualify or convert leads you don’t have in the first place. Here are four ways to attract them by making it personal.

Shrink Your Sales Cycle With a Few Short Steps

Want to shorten your sales cycle? You need hotter leads.

Artificial Intelligence and the Future of B2B Sales

Increase productivity with the use of AI technology automating your “to-do” lists. We detail 3 key areas to integrate machine-learning into your sales process.

7 Tips to Align Sales & Marketing for Increased Revenue

Are you trying to better align your sales and marketing teams? Read these 7 tips to help your separate teams work together to start increasing revenue!

4 Ways to Maintain Sales Momentum, Even in a Crisis

More than 50% of employees are working from home right now as a result of the COVID-19. View these 4 ways to maintain sales momentum during the crisis!

How to Sell to Leads During and After COVID-19

COVID-19 has upended life and the way companies do business in many ways. Learn how your company can sell to leads during and after the current crisis.

4 Ways to Empower Your SDR

Sales development representatives can help transition your leads to the next step of the sales funnel. Learn 4 simple step you can take to help your SDRs.

How to Bounce Back After Conference Season

The current crisis has changed world as we know it and with it comes new challenges. Learn 4 ways to redirect your sales efforts during conference season.

How to Transition your Sales Meetings from In-Person to Virtual

In light of the current situation, companies are moving their work remotely. Learn 7 tips for transitioning your sales meetings from in-person to virtual.

How to Recession Proof Your Business

Learn how successful companies thrive before, during, and even after a recession. We cover 5 ways to plan for success in times of economic uncertainty.

How to Triple Your Sales Meetings

Writing effective cold emails can seem intimidating, but it doesn’t have to be. Read our guide on using them to triple your sales and secure new clients.

Shorten your Sales Cycle in 3 Simple Steps

When it comes to drafting content to achieve sales goals, quality often outweighs quantity. Read about 3 tactics you can use to shorten the sales cycle.

Is Your Startup Losing Top Sales Talent? Here’s How to Fix It

This article was originally published on SelfGrowth.com. The No. 1 reason companies lose their sales talent is that they’re deal killers. Let me explain. In my experience, there are two kinds of companies: those that will do what they can to close deals and those that resist deals entirely. Businesses in that second group are […]