Sujan Patel – Mailshake Sales & Marketing Blog

Sales Operations: Definition, Techniques, and Why It’s Important

Sujan Patel — Wed, 23 Dec 2020 20:19:58 +0000

You might have the most talented salespeople in the world – reps who are exceptional at engaging prospects, asking the right questions, and closing the deal. But if you don’t get the sales operations piece right, they simply won’t perform as well as they could, because they won’t have the systems and processes in place ...

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20 Sales Interview Questions To Recruit the Best SDR

Sujan Patel — Wed, 23 Dec 2020 19:35:52 +0000

Selling has never been harder than it is right now. Decision-making processes and the solutions we sell are becoming increasingly complex, which has in turn affected the length of the sales process – with 68% of B2B buyers saying their purchase cycle is longer than it was a year ago. A longer sales cycle means ...

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How to Create a Sales Territory Management Plan

Sujan Patel — Wed, 23 Dec 2020 18:31:55 +0000

Thomas Edison once said, “Good fortune is what happens when opportunity meets with planning.” This quote sums up why creating a sales territory management plan is so important. You’re in business to take advantage of the opportunities in your industry – yet you won’t have a shot at reaching them if you don’t have a ...

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How to Use BANT to Qualify Sales Prospects in 2021

Sujan Patel — Tue, 22 Dec 2020 22:07:51 +0000

One in five salespeople say the hardest part of their job is qualifying prospects. That’s kind of worrying, because it’s also one of the most vital elements of the sales process. Get your qualification wrong, and you’ll waste a ton of time speaking to prospects who were never a good fit for your product in ...

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How to Execute the Challenger Sales Model

Sujan Patel — Mon, 21 Dec 2020 21:55:51 +0000

As salespeople, we like to picture the sales process a little like this: We reach out to a prospect Through subtle questioning and persuasion, we identify their business challenges and position our product as the solution Convinced by our expertise, they buy from us But in reality, it doesn’t normally go like that. In fact, ...

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How to Create a Sales Plan in 10 Steps (+ Free Template)

Sujan Patel — Mon, 21 Dec 2020 21:16:19 +0000

Every sales team has some sort of plan, even if it’s just “sell more of the product/service that you’re employed to sell.” Yet without a codified sales plan, it can be difficult to give a sales team the motivation and purpose they need to successfully engage customers and continue to generate revenue. Not having a ...

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Everything You Need To Know About Being a Sales Manager

Sujan Patel — Fri, 18 Dec 2020 22:00:16 +0000

Sales manager is a role that most sales professionals aspire to. Sales managers are generally paid very well, on a nice commission package, and have plenty of responsibility in a fast-paced environment. If you live and breathe sales – and can take the pressure – it’s the perfect role. In this guide, we’ll take you ...

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A Beginner’s Guide to SaaS Sales

Sujan Patel — Thu, 17 Dec 2020 21:49:55 +0000

SaaS sales is a popular niche to get into. Reps in this space sell expensive products, grow their technical knowledge, and learn a lot about consultative and enterprise selling. It’s a fast-paced, rapidly-growing, and exciting industry. After all, when you’re selling big ticket items, the stakes are particularly high. What’s more – SaaS sales compensates ...

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10 Positions To Fill on a Sales Team

Sujan Patel — Wed, 16 Dec 2020 21:37:43 +0000

A strong sales team works like a well-oiled machine, with each role perfectly complementing the next and a clear hierarchy that inspires new hires. Creating the dream team is not as easy as it sounds, however. It requires thinking carefully about the structure of the team, as well as the skills and experience that will ...

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Sales Terminology – The Ultimate List of Sales Terms

Sujan Patel — Sun, 13 Dec 2020 20:51:00 +0000

Sales is a jargon-heavy and acronym-heavy, industry. Hearing your colleagues throw around terms like EBITDA, AIDA, and KPIs on your first few weeks in sales can be daunting – especially when you don’t know what they mean. It’s one thing to trip up in front of a colleague, but you want to make sure that ...

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