Blog

Koncert's B2B sales blog shares productivity tips, tools, news, & other relevant information to professionals interested in sales productivity, demand generation, & more.

How to Have More Quality Conversations in B2B Sales

I’m curious. How many quality conversations does your B2B sales team have on any given day from...

8 Steps to a Sales Cadence that Won’t Destroy Your Brand

We’ve all received cold calls, LinkedIn messages, and cold emails that don’t hit the mark,...

Human Power Dialers

Since you’re in sales, I’m sure you’ve heard the term “power dialer”. Right? If you somehow...

7 Top Discovery Questions to Ask on Cold Calls

 

At least once a month, if not once a week, I’ll go onto LinkedIn and see someone post that...

4 Proven Strategies to Drive B2B Sales Productivity

 

By Ariana Shannon, Creative Director & Marketing Manager of SalesIntel

Sales effectiveness...

The 14 Top Data Providers for B2B Sales Teams

 

Here at ConnectLeader, our customers increase their revenue every day by using our...

7 Ground Rules for Sales Call Coaching

 

By Steve Richard, Chief Evangelist & Co-Founder of ExecVision

My mission and life’s work is to...

7 B2B Sales Strategies to be a Prospecting Superstar

 

As a sales manager or sales rep, you’ve surely heard broad statements like “Cold calling is...

What is Addressable Market Coverage?

 

When you hear the acronym AMC, what do you think of? The movie theater chain? The cable TV...

What's in a Successful Sales Pitch?

 

Do your sales reps deal with hang ups on almost every cold call they make? Are they...

Selling in Real Time: Is it a Lost Art?

 

The role of sales outreach for lead generation has evolved significantly since I first entered...

6 Questions to Ask Your Vendor about TCPA Compliance

The Telephone Consumer Protection Act (TCPA) is changing the way companies dial, and with good...

What is a Sales Dialer?

 

What a sales dialer is might sound like an easy enough question at first glance. It’s a piece...

Top 50 B2B Prospect Engagement Stats for 2020

Lead generation in the B2B sales landscape is changing with technology, new processes, and the...

TCPA Compliance and What It Means for Sales Dialing

Have you heard about the Telephone Consumer Protection Act (TCPA) of 1991? If you’re in sales,...

15 Ways Salesforce Dialer Software Helps in Business Development

Business development is one of the most difficult aspects of B2B sales and marketing. Not only...

How to Master B2B Prospecting Using Free LinkedIn Email Finder

Sales, particularly in the B2B space, is a long and meticulous process. Based on your product...

What is Sales Engagement?

 Do you know what the term "sales engagement" means? Many people, even in the sales world,...

5 Sales Outreach Best Practices: Outreach the Right Way

If you manage a B2B sales team, you are engaged in some sort of sales outreach. But what exactly...

MQL vs SQL: How to Categorize B2B Sales Leads

In a perfect situation, all of your marketing qualified leads (MQLs) would seamlessly...

Why Make Cold Calls During a Pandemic?

"No one's picking up the phone during COVID-19."“People aren’t answering numbers they don’t...

How to Create a Multi-Channel Sales Cadence

 

When you get an influx of leads into your CRM from your company’s latest webinar or virtual...

Best 15 Cold Calling Tips and Tricks of 2021

When your sales team makes a cold call, do they know what to say or are they left scrambling to...

How to Manage Your Work from Home Sales Team

If you’re a B2B sales manager who’s used to seeing your sales team in the office every day,...

7 Reasons Your Team Needs Sales Dialing Software

Every day, our sales team hears why potential customers don't need to use sales dialing or...

How to Counter Sales Objections of Budget and Timing

“My budget is frozen.”“We’re not spending right now. Check back with me in three to six months.”

How Can Sales Teams Work from Home Successfully? 6 Customer Insights

Here at ConnectLeader, we’re in week seven of working from home to follow the COVID-19 pandemic...

4 Traits to Look for in Top Customer Success Teams

So, you’ve convinced your finance team to sign off on new B2B sales software for your team. You...

Why High Velocity Prospecting IS Strategic

One of the most common counterpoints our sales reps hear from potential customers is “We’re not...

How to Talk to Potential B2B Customers Today and Every Day

During this COVID-19 pandemic, you’re probably wondering how you could possibly sell anything...

ConnectLeader and G2: How do Reviewers Really Feel?

Think you know how our customers feel about ConnectLeader? Customer reviews are the best way to...

How ConnectLeader Can Help Keep Your Business Running

With the Coronavirus (COVID-19) pandemic, we are certainly finding ourselves in challenging...

Best Practices from ConnectLeader When Working from Home

In light of the Coronavirus (COVID-19) crisis, more companies are moving to remote working and...

Remote Coach: Help Your Sales Team Be Their Best

As a sales manager, you need to work with, train, and be a coach for your sales team, including...

B2B Video Sales Meetings in the Time of Coronavirus

You can’t turn on the news, or even scroll through Twitter or LinkedIn, without hearing about ...

B2B Sales Texts: 8 Tips on What to Do and NOT Do

Look at the texts on your phone. Do you see a lot of texts from businesses? As I scroll down, I...

15 Tips for Better B2B Sales Conversations

Raise your hand if you’ve heard the word “chatbot” or “bot” recently. Sound familiar? If not, I...

How to Have a Productive Sales Day

Have you ever had a day where you felt like you were spending your day at work wisely, you had...

The Best Way to Reach B2B Sales Prospects

Since you clicked on this, you’re no doubt wondering what the right way is to reach your B2B...

3 Sales and Marketing Conferences to Attend in 2020

Still haven’t decided what sales and marketing conferences you’re going to attend in 2020? Here...

7 Ways to Turn B2B Cold Calls into Meetings

As a marketer who works closely with our B2B sales team (as all marketers should), I sit right...

B2B Sales Glossary

SDRs. ABM. AI. SQL. CRM. Confused yet? Marketing and sales acronyms and terms can befuddle the...

What is Agent-Assisted Dialing?

Riddle me this: When you hear the term “agent-assisted dialing”, what do you think about? Do you...

12 Pieces of Advice for New Sales and Business Development Reps

It’s been a while (we won’t say how long) since my first job out of college, but I still...

6 Subject Line Tips to Make Your Cold Emails Stand Out

Picture your email inbox right now. I’m guessing that it’s full of B2B or B2C sales emails...

LeadsCon Connect to Convert 2019 Recap

I had the recent privilege of presenting twice at LeadsCon Connect to Convert 2019 in Boston,...

14 Sales Quotes to Motivate Your Team

What’s keeping you or your sales team from having your best B2B sales quarter and year ever? It...

Personalized Video Doubles or Triples Email Open Rates

Double or triple your email open rates. Did those words in the headline capture your interest?...

How to Sell Upstream without Alienating Your Sponsor

B2B sales reps are so fixated on getting to C-Level that they forget that sales engagement...

5 Ways to Not Be the Next Sales VP or CRO Roadkill

As most VPs of Sales and Chief Revenue Officers (CROs) know, the mortality rate for employment...

Why Marketing Should Approve B2B Sales Email Templates and Scripts

For at least a decade, there have been discussions about sales and marketing alignment and the...

20 Remarkable Motivational Sales Tips for Your Team

As a sales leader, one of your biggest challenges is developing a strategy to keep your sales...

Best Outbound Email Automation Tool for Your Cold Emailing Prospects

Cold emailing is an extremely tricky process. Without any true relationship with your audience,...

Top 20 Outbound Sales Best Practices

Identifying and reaching the right decision maker is the key to effective outbound sales. Here...

What is the number one tool a Sales Manager would want?

It’s 2019. We know that Sales Managers, and by extension their salespeople, need the right...

Drive Sales Productivity with Integrated Sales Engagement

Need to increase your B2B sales productivity? One way to do so is to use multi-channel sales...

Why Do You Need Outbound Sales Email Automation Software?

Email marketing is just as powerful as its ever been. If your company isn’t still fully focused...

Closing the Loop on Inbound Leads

My career began as a tele-support rep for an insurance agency automation system.  Our role was...

How a Dialer for Salesforce CRM Will Increase Sales Team Performance

Outbound phone sales are one of the most effective tools you have at your disposal. In fact, a...

Why You Need a Multi-Touch Cadence to Reach your Prospects

The concept of multi-touch sales development has been around for a long time. It primarily...

Pursue Greatness: A 3-Step Guide to Improving Sales Engagement

 

When you develop a plan to strengthen sales engagement, you end up improving a lot more....

Tips to improve your Sales Productivity with a Sales Cadence Software

Sales cadence is the process of systematically touching a sales suspect or prospect on a regular...

Sales Email Automation Yields Higher Sales Productivity

As a professional sales person, you know that time is your most valuable asset. You also know...

How to Improve Your Sales Productivity with Sales Technology

 

Sales engagement platforms offer B2B sales managers with the opportunity to improve the sales...

Tips to Send Automated Emails to Sales Prospects

 

Email marketing automation is an extremely powerful tool for connecting with and converting...

How to Think about Sales Productivity

Research performed by CSO Insights found that sales representativess are failing to meet quota...

What is a Sales Cadence? Best Practices for Sales Outreach

Acquiring great leads is an important first step in your marketing funnel. Once you have your...

Why Your Sales Reps Need a Better Sales Engagement Platform

 

Businesses are investing serious time and money in the implementation and tracking of sales...

What GDPR Means to American Firms?

Back in May, there was a good deal of news coverage around the European General Data Protection...

How To Launch An Outbound Sales Cadence That Succeeds

An outbound sales cadence is a must-have for your sales process, but not every cadence is...

Local Presence: Handle with Care

Sometimes, the most effective sales approach may be the wrong strategy.  One of these techniques...

Benefits of Gamification in the Workplace

Gamification refers to adding competitive elements to activities that are usually not associated...

7 Sales Cold Calling Best Practices

To paraphrase a famous quote, tales of the death of cold calling have been greatly exaggerated....

5 Best Practices For Your Lead Management System

A lead management system refers to software that provides a business with the customer...

Why You Think Lead Follow Up Is Hard And How To Change That

Lead follow up is reaching out to a lead who has previously interacted with your brand. Even...

Cold Email vs. Cold Call—Why Not Both?

It’s the newest age-old question: cold email vs. cold call? We use both cold calling and cold...

Sales Engagement: This is How TruCadence Differs From Its Competitors

Your company invests a lot in securing leads and developing salespeople. Why not maximize...

7 Important Sales Metrics That Make or Break Your Growth

Sales, as pointed out by the Harvard Business Review, is equal parts art and science.

It...

What Is Prospecting? A Guide For Qualifying More Leads

As sales reps and sales teams, you understand the importance of sales prospecting and the need...

The Top SFDC Apps You Need In Your Salesforce CRM

As a Sales Executive, the SFDC Apps you choose can have far reaching implications for your...

How to Get More Out of Agent Assisted Dialing

As the person responsible for generating qualified B2B sales leads, you’re likely familiar with

Qualifying Questions Sales Professionals Need to Ask

Increase Sales and Protect Margins

The qualifying questions sales reps ask during the buying...

Sales Pipeline Management: Are You In Control?

As a senior level sales executive, you know that sales pipeline management is critical to your...

What Does Your Sales Workflow Look Like?

As a sales manager, you can help your team's productivity by optimizing your sales workflow...

What makes a good sales manager?

No two people and no two great sales managers have exactly the same personality or qualities....

Sales Incentive Ideas For Salespeople

Valentine's Day isn't just for couples. Valentine’s Day is a time for letting the important...

Importance of Sales Reporting in Marketing

Some days it feel as if salespeople come from Mars and marketers come from Venus. In order to...

Sales Personality Test: Should You Hire for Sales Based on Personality Tests?

According to a survey of hiring practices by Dr. Tracy Kantrowitz, over 60 percent of companies...

How to Increase Your Close Ratio: Sales Tips for 2018

Increasing your close ratio doesn’t just mean more closed deals. It means you have more...

What Is Outbound Sales Cadence?

Everything needs a plan. Instead of sitting down and calling, it’s important you develop an...

Sales Call Planning Best Practices

Making a living as a sales executive isn't easy. It's a high-pressure, sales goal-focused,...

Value of Sales Automation Tools: Hear From ConnectLeader’s CEO

Recently, our CEO Senraj Soundar’s blog post “The Importance of Sales Automation For Your...

Overcoming Sales Objections For Better Results

You might think that all salespeople dislike having to overcome sales objections. But...

How to Get Customers’ Attention in Sales

A huge facet of sales is creating relationships built on trust. But before you begin a new...

Must-Have Traits For Hiring Successful Salespeople

Few experienced sales managers will say that hiring and retaining successful salespeople is...

Ditch The Cold Calling Scripts: Having Conversations That Actually Sell

If you’re still using cold calling scripts on your sales calls you’re behind the times. Selling...

Marketing Qualified Lead Criteria: Defining MQLs That Sales Will Love

The abyss between sales and marketing grows wider when the sales department gets frustrated with...

The Science Behind Gamification in the Workplace And Why It Works

More popular than ever before, gamification in the workplace is a growing trend that's being...

Worst Business Jargon You Could Possibly Use: Phrases to Avoid in Sales

Every profession has its own lingo, and you may naturally use and hear certain jargon during...

Maximize Your CRM System with ABM Best Practices

Account Based Marketing (ABM) is the hottest trend in B2B selling right now. And it’s the best...

Qualities of a Successful Sales Representative

Savvy sales representation is often the difference in a company flourishing and failing. Your...

Sales and Marketing Relationships: Getting Them on the Same Page

Companies that encourage good sales and marketing relationships generally enjoy higher revenues....

10 Best B2B Sales Strategy Tips

In today’s competitive B2B market, sales managers have more to worry about than ever before. You...

Avoid Sales Burnout: Lessons Learned from Death of a Salesman

Arthur Miller's 1949 play ‘“Death of a Salesman” is about what happens when a salesman, Willy...

4 Essential Practices That Drive More Sales Pipeline Growth

B2B companies can improve their financial performance by investing in a set of digital...

Learn Sales Pipeline Management Best Practices

According to polling done by the TAS Group, only 46% of sales representatives think they have an...

Benefits of Salesforce Integration with Sales Acceleration Software

Salesforce is one of the most powerful sales tools available, which is proven by the company’s ...

Five Ways a Sales VP or Chief Revenue Officer Can Get Fired

As most VPs of Sales and Chief Revenue Officers know, the mortality rate of those who take on...

Will Sales People Be Replaced By Robots?

In 2011, IBM’s computer Watson made national news after defeating former Jeopardy champions Ken...

5 Tips to Improve Your Sales Productivity With a Sales Dialer

There are many best practices to keep in mind to help you your competitors in terms of phone...

Is This the End of Relationship Selling?

Such notable companies as Uber, Amazon, and Salesforce have all invested heavily in artificial...

4 Best Methods for B2B Companies to Automate Lead Generation

In today’s competitive business environment, B2B companies should rely upon efficient sales...

How Artificial Intelligence Makes Lead Generation Smarter

In 1996, IBM introduced a supercomputer called ‘Deep Blue’ to the world. Deep Blue challenged wo...

How to Make Lead Generation Fun With Gamification

Gamification is the application of game playing elements (i.e, point scoring, competition, rules...

5 Motivational Techniques You Need to Know for Better Lead Generation

The top three trends in the world of B2B sales today are: social selling, account-based...

Part 2 | Account Based Marketing (ABM): Lead Development--Quality, Not Quantity

Don’t Wait for Buyers to Find You -- Go after them with ABM!

PART TWO: PERSONALIZATION,...

Account Based Marketing (ABM): Lead Development--Quality, Not Quantity - Part 1

“Don’t count the people you reach; reach the people that count.” ~ David Ogilvy

PART ONE: What...

Holy CRM System! The Vatican is doing Social Selling.

South by Southwest (SXSW) is an annual gathering of film, interactive media, and music festivals...

Successes of Combining Sales Acceleration and CRM Systems

What Used to Take Four Days, Now Takes 2 Hours

Winning! “It’s all about the sales team winning,”...

Learn The 11 Bad Habits That Can Destroy Inside Sales Productivity

Inside sales is a competitive field where professionals need to bring an incredible work ethic...

Attaining ROI with Live Conversation Automation

You know you need more live conversations, but what is it worth?

As is the case when considering...

Sales Acceleration Confessions From a Business Leads Expert

Sales veteran Jim Lochry, SVP for corporate development at ConnectLeader, knows how to win. In...

The Genesis Behind Getting More Productivity rom Your CRM System

“It’s a fairly typical beginning for a lot of software companies,” said Jim Lochry, SVP...

Part 3 | 127 Businesses Talk Sales Acceleration; The CRM System Skinny You Need to Know

Part 3 of 3

Sales acceleration products and services are an application of various technologies...

Part 2 | 127 Businesses Talk Sales Acceleration; The CRM System Skinny You Need to Know, Continued

Part 2 of 3

Sales acceleration tools apply various technologies to an organization’s existing...

“Calling” Technology Closes Account Based Marketing Gaps

In 2004, ITSMA coined the phrase “Account Based Marketing” (ABM) and defined it as “treating...

Part 1 | 127 Businesses Talk Sales Acceleration; The CRM System Skinny You Need to Know

Part 1 of 3

As the sales landscape continues to change for organizations, the Center for Sales...

Social Selling and Predictive Analytics for Sales

Insights on Social Selling from LinkedIn’s Survey of Sales Executives

“The world of business is...

You’ve Survived the Lean Times, But Are You Ready for Growth?

Learn 6 ways calling software solutions can help manage the happy problems of a high-growth...

8 Facts You Must Know About Agent Assisted Outbound Dialing: It's not the dial, it's the conversation that counts.

Buying the right product with the right license model avoids downstream hassles.

We’re...

A Little Discipline Goes a Long Way

By: Pat Morrissey, Sales Manager

8 Reasons why cold calling should be pre-scheduled rather than...

Sales Dialer Justification: 6 Reasons a Dialer Supercharges SDRs

By Joe Cronin, Sales Manager ConnectLeader

Your company invested in Sales Development Reps...

Inbound Marketing: Content is King & Outbound Marketing: Conversation is a Deity

For the last five years, inbound marketing has been in the limelight because it's aligned with...

Salesforce Buying Spree; 5 Must-Know CRM Solution Enhancements

Have you been wondering why Salesforce has recently been acquiring companies such as Demandware,

3 Best Tips for Lead Nurturing to Get Your Sales Pit Crew Performing

 

Auto racing is a great analogy for a sales team. Many companies try to make repairs (or...

Do: Speed Dials... Don’t: Speed Talk

by: Patrick Morrissey, Sales Manager, ConnectLeader

I’m sure many of us have unsuspectingly...

BEST WAYS TO BOOST SALES AS A MANAGER

Know the Difference Between Coaching & Managing

In order to be a great leader you have to...

4 Ways Lead Generation Companies Can Deal With Customer Objections

by: Patrick Morrissey, Sales Manager, ConnectLeader

What’s the best comeback for an objection...

Inbound and Outbound Sales - Can't we all get along?

Over the past few years, inbound marketing companies seem to have captured the minds and hearts...

Top 3 Findings from New DePaul Sales Effectiveness Research

Dr. Rich Rocco, Research Director for the DePaul University Center for Sales Leadership recently...

20 Time Management Tips for Full-Cycle Inside Sales Reps

Many sales teams utilize full-cycle inside sales reps who are responsible for the entire...

The Virtue of Restraint - 6 Reasons for Not Bashing the Competition

I believe that one of the key components to sales success is to resist bashing the competition.

Avoiding Sales Burnout - Tips from a Sales Pro

Editor's Note: We're pleased to welcome Chris Haig as a new blog author. Chris has 20+ years of...

Speed kills! …..cold calls, that is.

6 tips on how B2B inside sales people can have more effective cold calls by slowing down.

Cold...

Is it time to replace the term sales and marketing alignment?

As a marketing professional who works closely with a sales team, selling to sales executives…...

Our Favorite B2B Sales Blog Posts of 2015

It's that time of year for review articles. The best of type stories. 2015 has been a really...

7 Tips to Maintaining Sales Productivity During the Holidays

The holiday season can be a lot of things, but one of them is a distraction from sales...

Folloze and ConnectLeader introduce integrated service to improve B2B lead qualification

ConnectLeader and Folloze announce a partnership to offer an integrated solution that helps B2B...

Blog | HG Data and ConnectLeader Partner to Improve Higher Quality Conversations for B2B Sales Representatives

HG Data installed technology intelligence feeds critical data for new ConnectLeader...

Tips for Developing an Effective Sales Acceleration Process

ConnectLeader is fortunate to have a great group of customers. Not only are they using our sales...

View Webinar Recording: From First Day to First Sale

How to have your new reps hitting their numbers in record time.

View the Recorded Webinar

Sales Acceleration Dialing Solutions Help Acquire New Customers

Salesforce.com recently published a State of Sales Report for 2015. They surveyed 2300 sales...

Envision Technology Advisors improve sales efficiency by 8-to-1 factor

Envision Technology Advisors offers best-in-class technology services for businesses and...

How Can Busy Full-Cycle B2B Sales Reps. Make Time for Prospecting

In most organizations, sales groups are split into business development teams and sales teams....

Keeping your B2B sales team motivated during the dog days of summer

[fusion_text]

The summer has a reputation among those in the B2B sales world as being a time of...

A B2B Sales Executive's Summer Reading List

[fusion_text]If you are planning on a vacation this summer, or will be spending a lot of time...

Sales Productivity Trends - What Sales Executives Need to Know

[fusion_text]Improving sales productivity continues to be a leading concern for senior sales...

5 Tips for Developing an Effective Inside Sales Call Scripts

For an inside sales rep, your first sales conversation with a prospective customer is not only...

Inside Sales Management Debate: Sales Lead Assignment

You're a new inside sales manager and one of your first jobs is to set up a sales process. How...

ConnectLeader® Introduces Click Dialer™ for Salesforce

ConnectLeader® Introduces Click Dialer™ for Salesforce.com – Easy-to-Use Click to Call software...

Tips for hiring a senior inside sales rep (Part 2)

Note:

This is part two in a series on tips for hiring inside sales reps. This article focuses on...

What I Look for When Hiring a Junior Inside Sales Rep

 

Before you make decisions based on your gut instincts,take a look of some of the questions I...

10 Bad Habits that Destroy Sales Productivity (Part 2)

Inside sales is a competitive field where professionals need to bring an incredible work ethic...

10 Bad Habits that Destroy Sales Productivity (Part 1)

Inside sales is a competitive field where professionals need to bring an incredible work ethic...

ConnectLeader® Becomes Oracle PartnerNetwork Gold Level Partner

[fusion_text]ConnectLeader, developer of Personal Dialer® and Team Dialer® sales dialing...

The history of Software - ConnectLeader is on the map

Computers and software have come a long way in a short time. Software-as-a-service has...

Tips for Building an Effective Outbound Calling Strategy

One of the most common questions our sales and customer success teams hear is what is the best...

How to Reduce Stress in an Inside Sales Job

A job in inside sales can be very rewarding. However, the environment in which sales...

Improving B2B Lead Generation with Marketing and Sales Alignment

According to Forrester Research, the companies who excel at B2B lead generation will produce 50%...

Sales productivity trends for 2015

In 2012, the global ecommerce market surpassed $1 trillion, and it has not slowed down....

Key Sales Tips for Sales Hackers

The recent SalesHacker Conference in San Francisco. This is literally a start-up conference...

ConnectLeader Makes 50 Best Sales Management Tools/Software List

If you are looking to  improve sales productivity with your inside sales team, then you should...

Sales Operations Manager - Guardian of Sales Productivity

For many companies using CRM and Sales Automation Systems, the sales operations team has become...

10 Ways Your Sales Team Can Benefit from Outbound Calling Software

Every day we hear reasons why companies don't need to use outbound calling software. Often...

Tips for Building a High Growth B2B Sales Team

Editor's Note: This post was written by Chris Salisbury of the ConnectLeader sales team. Chris...

I don't make outbound calls... Really?

Our salespeople hear this line everyday. "We don't make outbound calls." I understand, not every...

Can a Sales Playbook Benefit Your Inside Sales Team?

Sales Acceleration Technology is creating a buzz. Sales acceleration technologies can help...

Tips for Being a Great Inside Sales Manager

Great inside sales talent is hard to find... and even harder to keep. Being a good sales manager...