Sales tactics we need to abandon in 2020

Some sales tactics need to be left behind. With 2020 fast approaching, the last year in the second decade of the twenty first century, we have put together a few that are worth forgetting about.


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4 common features of effective sales cadences

The most effective sales teams use sophisticated sales cadences which are built on real data insights. The steps that you include and the timing of those activities are vital components of a winning cadence. From the number of steps that you include to the time durations between the various sales contacts that form part of your sales approach (everything from emailing to calling to chatting on LinkedIn or other social media platforms, for example), these are all important cadence considerations.


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10 open questions to kick-off conversations with sales prospects

Salespeople are only successful when they have conversations with prospects. Every conversation serves as an opportunity to engage. A conversation is a chance to define needs, understand pain points, and come up with solutions. But you need to kick off a conversation for this to happen.


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How to get around LinkedIn’s Commercial Use Limits

LinkedIn is an invaluable tool for outbound sales prospecting. We have published articles previously about how to use LinkedIn Sales Navigator to shorten the sales cycle. Sales Navigator is designed with people in business development (and recruitment) roles in mind. Prices start at $64.99 per month (billed annually), or $134.99 per license when buying on behalf of a team (billed monthly).


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Reboot your sales pipeline and recover from the summer slowdown

In most B2B sales environments, summer is a quiet season. Decision makers are on holiday. Or even if they’re in the office, there are enough people on vacation that purchasing decisions are often delayed. Summer slowdown can be frustrating, especially if sales teams are behind on targets.


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4 simple tactics to book more demos next month

Remember those really simple math problems from elementary (or primary) school? You know the ones. Where there is a picture with like, a certain number of apples in one pile and some more in another. Then, you either add or subtract the apples and see how many apples there are going to be in the end. Sales has a similar equation.


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How to follow up more effectively: 7 easy ways

Following up is rarely a fun activity. Compared to sales calls, demos, and meetings, following-up with prospects and accounts is something that everyone in sales does, but few enjoy. It’s a necessity and one of the few tasks in sales that often needs repeating.


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What should the perfect sales pitch include?

Pitches can make or break whether useful sales conversations happen. Your communication channel matters, of course. Whether you’ve gone to a networking event, picked up the phone, sent an email or LinkedIn message: Your channel is going to have an impact on the response rate. So will a whole load of other factors, some of which you can’t control.


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Sales over messaging apps: The lowest hanging fruit

Sales happen where customers are and customer conversations moving to apps like WhatsApp and Facebook Messenger more often. Apps that aren’t easily integrated with CRMs. This article will help you stay organized and harness the power of messaging apps for sales.


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5 elements of an effective consultative sales process

Sales is problem solving. For sales teams in a B2B environment, sales isn’t about pitching. Sales people who pick up the phone, get through to a decision maker, and pitch, or who turn up to a meeting and fire off a pitch, don’t do well.


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9 Sales Books Well Worth Reading During Summer

As Summer approaches, for sales leaders and managers this can be a time to recharge, re-think and re-tool knowledge and strategies for the rest of the year to come. If you are taking a holiday, or this is traditionally going to be a quieter time of year for your business, in the weeks and months ahead, now is the perfect opportunity to immerse yourself in useful new knowledge, new ideas and new approaches.


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Mobile Marketing in Sales: 4 Essential Tactics

Being in sales is all about knowing how to advertise your products or services in the best light possible in order to make a successful sale. That requires developing a marketing strategy that can maximize your potential of sales. However, sales is all about generating more revenue relative to your expenditures, thus resulting in more profits.


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Five essential skills every sales rep needs to know in 2019

You probably see it on social media every day; “It’s 2019, why are we still doing [insert something that really shouldn’t be happening anymore]!?”. So when it comes to sales, there are some tried-and-tested methods that are always going to work. Not everything needs to change with the latest Instagram filter.


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17 Questions to Ask During the Qualifying Process

Generating leads is job one. Qualifying them is job two. Unless you know a lead is a potential client, you could spend weeks or months pursuing what looks like an opportunity, only for it to fall apart. Save yourself time and stress early on, with an efficient qualification process.


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How to close: 5 techniques you should know

Closing is the final, crucial stage of every deal. At some point in every conversation, you need to ask the potential client for an answer. Often, in relationship-driven consultative sales negotiations, days, weeks or months of work have gone into this moment.


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4 ways to get over phone phobia in sales

“How is your sales pipeline looking?” This question, or some variant on that theme, is something that most sales managers ask their sales team at least once a week. Sales managers need to know that a sales team is making every effort to keep the pipeline flowing with new deals.


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How to screen share your way to sales success

Screen sharing is a big part of the modern sales process. Inside sales teams are increasingly using screen sharing as an invaluable sales tool. Compared to in-person presentations, screen sharing needs a different approach and set of skills to engage your audience.


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How to hit your 2019 target

Sales always feels like a race. Or climbing a hill. Now that last year is over, you’ve got a new hill to climb, a new race to run. With a new year started, you need to turn future potential into reality.


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Introducing CrankWheel Remote Control

Have you ever wished that during a screen share, you could let your viewer take over control of the web page or presentation you are showing them, and all without a download? We’re happy to announce that now you can, thanks to the launch of CrankWheel Remote Control, which is included as part of all CrankWheel plans including our free-for-life plan.


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How to start a sales call the right way

On the receiving end of a sales call it can be annoying. An unexpected interruption. Someone trying to sell you something you aren’t ready to buy, maybe haven’t even heard about, and that you don’t want. What are the chances they’re going to convert you into a customer? You try and get out of the call any way you can, or just hang up.


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How to get buy-in when selling to small and medium businesses

Selling to small and medium businesses (SMBs) is about proving that your solution will solve a challenge they are having. Providing you’re talking to a company with a challenge you can solve, they need this solution and have a budget, then you are talking to a potential client.


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Entering a new market checklist: How to get ready?

Entering a new market can be a longer and more challenging journey than many founders imagine. In our always-on, hyper-connected world, we imagine that engaging with people in other countries gives us an insight into new markets.


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Improve telesales conversion rates with screen sharing

Cold calling is not an easy game. Getting who you want on the phone is a time-consuming task. Despite increasing reluctance and a mistaken belief that “cold calling is dead”, speaking to a potential sales lead is still more effective than sending an email or making contact using social media.


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6 Ways to Improve Sales Performance When Time is Running Out

For sales leaders, there is nothing worse than knowing your team is off-target. In high-growth companies, failing to hit a monthly or quarterly goal can have a huge impact. You could even risk missing an annual target that could make the difference between breaking even or going under.


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11 Key Stats That You Need to Know as a Sales Leader

Sales is a numbers game, as any seasoned professional knows. Hitting your number, and making sure your team hits target, is the name of the game. In software companies, maintaining that consistent growth momentum is an even bigger challenge.


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The Difference a Team Makes

Most side projects and companies start with a couple of founders: hard working, committed, believing in a grand vision… Then comes the time to hire your first employees, which can be a daunting process. Who should you hire first? When is the right time? How exactly can you convince great people to join a company they’ve never heard of?


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GDPR: What it is and What it Means for Your Marketing Team

GDPR. Four letters that have struck fear into marketing teams across Europe. What’s been an elephant in the room for so long finally comes into force on May 25, 2018. But what exactly is the General Data Protection Regulation and how is it going to affect you?


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Why B2B Sales Still Has A Crucial Digital Gap: And How to Fix It

When Amazon launched in 1995, it flipped the B2C market on its head. Consumers had a new way to shop, and other companies were forced to react. Over two decades on, many brick-and-mortar stores that failed to adapt to digital technologies are no longer around, while others struggle to compete.


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SaaS Discounting: When and How to Offer Reduced Pricing

According to Transparency Market Research (TMP), the SaaS market will reach $164.29 billion by 2022. The IDC says that SaaS delivery is growing five times faster than the traditional software market, with cloud software accounting for $1 of every $4.59 spent on software.


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Lead generation: 5 outstanding ideas to try

Customers don’t appear out of thin air. In fact, the process of turning a stranger into your customer includes a great number of actions, where lead generation is a core element. There are some proven lead gen methods like newsletters, PPC advertising, or webinars. That said, you shouldn’t be limited to these tactics.


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Sell What's On the Truck

A long time ago in a land far away, I was a Sales Rep for a company that was transitioning from offering traditional break/fix computer services to offering 24×7 monitoring and support (aka managed services) for a flat monthly fee.


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How to build a highly converting website with Artificial Intelligence

In an ever-increasingly technologized world, artificial intelligence is already in use in several ways. And whether you like it or not, A.I. will be a part of everyday life, sooner or later. Business will be revolutionized (this is already taking place as we speak) and it’s time for us to prepare.


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Set up an Instant Demo sales pipeline today

Sales professionals in any sector don’t have it easy. But when you’re up against established legacy competitors or trying to gain traction in a new market or vertical, you’ve usually got a tough journey ahead.


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Sales Leaders: Why Pipeline Management Does Not Work

Sales teams need to keep pipelines busy and active. A quiet pipeline, one without enough prospects, or enough likely prospects, should be seen as a red flag to managers and co-founders. Boards and investors often need to be kept informed about the state of the pipeline.


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What to look for in a Software Sales Person

Scaling means committing to growth. Growing means staffing up in sales and marketing departments. You do need a sales team. The clock has started ticking. From the moment investor funds hit your account, you are in a race against time.


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Software Sales Demos: Live Demo vs. Slides

Software is created to solve problems. Salespeople work to make sure that as many potential clients see how your software solves their problem. Saves time. Saves money. Makes a process more efficient.


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How To Tell If You Need More Sales Executives?

When it comes to scaling a Venture-backed startup, figuring out staffing numbers isn’t an exact science. Founders are keen to increase marketing and sales team numbers since these directly contribute to revenue. Or at least, that is the idea.


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Online or On-Site. What’s Best For Your Sales Presentation?

For a long time there’s been an intense debate between onsite and online sales presentations. Is it better for your team to be in the field, meeting customers face-to-face? Or putting them on the phones, calling and presenting demos online?


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How to Increase Software Sales Conversion Rates? Free Trial vs. Demo

Digital marketing, thankfully, is playing a role in ensuring you can reach a much wider audience of potential buyers. Websites and digital sales funnels make it easier to reach a wider group of buyers. With social media, content, email marketing, landing pages, and digital advertising, your product can reach hundreds or thousands of potential buyers every day. Reaching them is only the first step.


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How to Generate More Revenue: High-Touch vs. Low-Touch Sales

David Skok, a serial entrepreneur turned VC, with Matrix Partners, coined the phrase, “touchless conversion sales model” around seven years ago, with an article that neatly summed up the low-touch sales model. Something software founders and entrepreneurs should aim towards, since the lower their customer acquisition costs, the more they will make over the lifetime of each customer.


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Introduction to Software Sales

Software is big business. Gartner estimates that IT spending will exceed $3.5 trillion in 2017, with $357 billion of that spent on software services, a 7.2% increase in 2016 global software revenues, which were around $333 billion.


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How to Massively Increase the Chances of Qualifying Sales Leads?

Calling a potential lead within 5 minutes of an inquiry (or them handing over an email or phone number through a landing page) increases the chance of successful contact 100 times. This lead is 22 times more likely to enter the sales pipeline, according to the Lead Response Management Study.


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CrankWheel is a rising star according to Deloitte

Deloitte’s jury has finished debating and announced, among others, that CrankWheel was chosen to present on the Fast 50 - Rising Star event on 16th November, on the 20th floor of the Deloitte Tower in Reykjavik, Iceland.


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4 Ways Instant Screen Sharing Can Help You Close the Sales Deal

If you’ve ever been involved in sales, you’re sure to have noticed one thing that is critical: sharing. Whether you’re the buyer or the seller, sharing forms the bedrock of your conversation. Prospects share their business challenges and their ideas of how they want to address those challenges. They share how they create value for their customers and how they’re constantly seeking to improve. Flip it around, and the sales team shares their value proposition, and they share proof of how their solution can help solve the prospect’s challenges.


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Do One Thing Well

One of Google’s early mottos, part of their “10 things” mantra, was that “It’s best to do one thing really, really well.” Our founder drank a lot of Kool-Aid in his ten years at Google, plus it’s just one of the most sensible mantras we’ve heard. That’s why we designed CrankWheel to be a simple tool that does one thing really, really well, namely screen sharing.


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Public Launch, Pricing Plans and Slush

The last few weeks have been quite hectic here at CrankWheel HQ. Two things kept us busy: Making our product generally available on our website on Friday, November 6th, and preparing for the Slush conference in Helsinki, which happened last week, November 11th and 12th. Our plan was to launch just before Slush, and then publicize our launch at the conference, as well as meet with prospective customers in Finland during our trip.


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Website launched!

You may have read about CrankWheel before, on our founder’s blog or the Startup Iceland blog. Today, CrankWheel is coming further out of hiding, launching a new website and this new blog.


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