How to Win Back the First 10 Minutes of Your Sales Calls

How to Win Back the First 10 Minutes of Your Sales Calls The first 10 minutes are key to setting yourself up for success in the second half of your call. Yet this opportunity often gets squandered. Connectivity issues, diverging expectations, and scripted icebreakers all take away from the only objective you should have in...

10 Best Practices When Selling Remotely

10 Best Practices When Selling Remotely Like many of you, we’ve transitioned to being fully-remote here at Bonjour. And it got us curious about selling remotely. If you’re the typical non-remote sales team, you might be freaking out at the idea of prospecting, setting up meetings and closing in a fully-remote fashion. Especially in times...

14 Ways to Use Call Recordings to Crush Your Sales Quota

14 Ways to Use Call Recordings to Crush Your Sales Quota. Sales call recordings are a minefield of insights. But how can you get the most out of them to close more deals? We’ve interviewed 100 sales reps and managers and we’ve come up with 14 surefire ways you can use recordings to improve your...

Improve Your Team’s Closing Rate by Combining Lead Scoring and Segmentation

Improve Your Team’s Closing Rate by Combining Lead Scoring and Segmentation Which is worse: wasting a reps time on a useless call with a poorly qualified lead or giving a potential user the impression that their business isn’t important to you? When your sales process implies calling every lead, you lose on both. Some sales...

Spot the Red Flags Early and Fast-Track Your Sales Cycle

Spot the Red Flags Early and Fast-Track Your Sales Cycle Before the call, your close probability was hovering around 90%. Fast forward to the end of the call: your odds are now around 10% and your hopes to secure that deal have crumbled. What happened in between? Most likely: a new, unexpected step in the...

Personal at Scale: 3 Frameworks for Custom-Built Product Demos

Personal at Scale: 3 Frameworks for Custom-Built Product Demos Is your demo script falling flat? Is your prospect coming out of a call with more questions than answers? It might be time to retire your generic product demo. Especially if a/ your product does many different things or b/ your product is used by a...

Decrease No-Shows by Making it Easy to Cancel

Decrease No-Shows by Making it Easy to Cancel The meeting was scheduled to start 5 minutes ago. But with no news from the prospect and no answer to the email you sent to share the meeting link, each minute that goes by confirms your suspicion: you’ve got a no-show on your hands. Repeat the process...

Small Talk: the Good, the Bad and the Ugly

Small Talk: the Good, the Bad and the Ugly Aside from being a crowd-pleaser, Sergio Leone’s classic also holds a good few lessons for sales reps. None more so than Clint Eastwood’s iconic quote: “there are two kinds of people in the world those with guns and those that dig.” There is no worse feeling...

3 Steps to Revive a Distracted Prospect

3 Steps to Revive a Distracted Prospect Before getting a prospect to pay, first you need to get them to pay attention. However, some calls can feel less like a conversation and more like a monologue, indicating that your prospect’s pulse just flatlined. The sooner you notice it, the sooner you can react and steer...

2 Clear Commits You Need Before Hanging Up

2 Clear Commits You Need Before Hanging Up You’ve just hung up, the call went well, and the prospect is hot. What could possibly be wrong? You forgot to set up 2 crucial parts to keep the ball rolling. The momentum you’ve patiently built up is lost. And getting back to where you were is...