Sales Wars

A long time ago at a B2B company far, far away there was a sales team with an unorganized sales and marketing process and a broken strategy. They quickly turned to Sales Wars for sales development perspectives, tips, and stories to accelerate their sales and marketing forecast.

Gillian Sontz

Recent Posts

4 Strategies Sales Development Reps Can Use To Re-engage Prospects That Have Gone Dark

One of the most frustrating situations SDRs encounter when prospecting, is when a prospect agrees to a next step, and then “goes dark.” Despite numerous phone calls and email attempts by the SDR, the prospect remains unresponsive, leaving the...

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Summer Vacation Mode? How to Achieve Sales Success Before and After Vacation

As the temperature continues to rise, schools let out for the summer, and family vacations begin, it is essential that salespeople prepare in advance for any time off they plan to take.

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7 Bad Sales Habits That Will Cost Your Whole Team

Are bad sales habits hindering your team’s success? CMO Council reports that every year $1 trillion dollars are lost due to lost productivity and poorly managed leads. That’s a lot of money down the drain. Though your team may need some more ...

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Common Sales Objections: Overcoming the “Send Me More Information” Blow-off

If you ask a room full of SDRs if they’ve experienced the “send me more info” blow-off, I guarantee everyone would raise their hand!

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Stay on Pace to Reaching Sales Quota with These 5 Questions

In sales, time flies! With so many prospecting conversations happening and research being done, it’s very easy to become disorganized if there is little focus on structure and process. This is especially the case when reps are trying catch up and...

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It’s Easy to Enhance Sales Training Through Call Shadowing

In my previous post, Simple Hacks for Sales Development Improvement, I mentioned the value SDRs can obtain from call shadowing each other. Call shadowing not only provides the opportunity for SDRs to improve their own messaging and scripting, but...

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Simple Hacks for Sales Development Improvement

There is no such thing as a “perfect" salesperson.  As an SDR, it is our job to continuously work on improving our prospecting techniques and communication skills in order to meet and strive to exceed quota. As sales managers, coaches, and mentors,...

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Transform Your Prospects into the “Champion” to Their Boss When B2B Prospecting

As sales managers, it's critical that your SDRs get the most out of every conversation they have when B2B prospecting, regardless of whether that prospect is the final decision maker or not. Even with pre-call research completed, it is important to...

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3 Outbound Sales Lessons to Incorporate in Your 2016 Prospecting Plan

It’s hard to believe that 2016 is right around the corner. Have you learned from the mistakes you’ve made in 2015? After making tens of thousands of phone calls this year, here are 3 lessons I know I’ll be sure to incorporate into my new year's...

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