The Rollio Blog: Sales Tactics

Improve your sales strategy today

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You’re about to lose your sales team. Or at least their presence. The mobile workforce is on the rise and a significant number of companies expect that more than 75 percent of their staffs will be working remotely by 2020. And your sales team is ripe for this disruption.

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All sales processes are pretty much the same. You contact the lead, present, address objections and close. In larger organizations, there may be several presentations, each with their own set of objections. But within that workflow, top performing salespeople use a few simple techniques to be more effective.

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How fast does your sales team respond to leads? How long does it take to book appointments? These are critical questions because timelines is a key driver of sales results.

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Just about everybody who works with data has a data quality problem. IBM estimates the cost of poor quality data to be $3.1 trillion in the United States alone. If you’re in sales operations, your department likely contributes to this figure every day. But it doesn’t have to.

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Quick, what do the most successful sales teams have in common with the best comedians? The word “quick” in the last sentence is actually a hint.”

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Here’s a great way to start the day. Wake up a half hour early. Make a list of your top 5 priorities. Then cross out the bottom two. The initial list and the remaining priorities will be very different for people in different sales positions.

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The best sales leaders aren’t just managers. They’re chemists. They mix people, accounts, activities, territories and more to find the best combination for the best results. And it starts with getting the basics right: Management. Innovation. Growth. Technology.

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Look at any industry’s list of ‘best places to work.’ Then look at lists with titles like ‘most profitable’ or ‘fastest growing.’ Chances are you’ll find a lot of the same companies in both places.

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Is it possible that the perfect sales call exists? Actually, it does exist. What makes it seem elusive is how you define the perfect sales call is most likely different than how your prospective customers define it.

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