What buyers expect from sales professionals?

Sujan Patel is the founder of Mailshake, a sales engagement software used by 38,000 sales and marketing professionals. He has over 15 years of marketing experience and has led the digital marketing strategy for companies like Salesforce, Mint, Intuit and many other Fortune 500 caliber companies.
  • May 21, 2024

Medical doctors fuss over the right terminology to an obsessive extent.


Because they want to ensure that doctors all over the world perceive their communication similarly.

A misunderstanding will lead to death.

The same is true for sales, especially since sales teams tend to work remotely more often than doctors.

Know the right sales terminologies so you can communicate and analyze better.

If you scroll to the end, you’ll find the ultimate list of sales terminologies prepared by my team at Mailshake.

But before you go, here’s the sales stat of the week:

When HubSpot asked what buyers expect from sales professionals:

  • 69% said listen to my needs
  • 61% said don’t be pushy
  • 61% said give me relevant information
  • 51% said respond to me on time

There’s your new sales mantra.

Sales and Support Team Collaboration

Long-term customer relationships are the key to continuous success. If you treat your customers right, they will keep bringing in sales. This makes it important to increase the collaboration between your sales and support departments.

But how do you do that? If this question is in your mind, this article is a must-read! Learn how to bring the two departments together by:

  • Aligning departmental goals and values
  • Getting salespeople involved in long-term customer relationships
  • Familiarizing customer support reps with the sales process
  • Sharing customer data between both teams
  • Training customer support in upselling and cross-selling

You will also learn about the metrics that support long-term customer relationships.

10 Best Sales Goal Tracker Tools & Templates

If you find it difficult to stay on top of your sales goals, it’s time for some clarity with a sales goal tracker.

A sales goal tracker helps you track progress toward achieving specific sales goals over a defined period. These goals may include the number of units sold, revenue generated, or the number of new customers acquired.

Whatever your goal might be, it’s important to choose the right sales goal tracker to track it effectively. Explore the ten best goal trackers in this comprehensive listicle—will find templates, software, and spreadsheets.

5 Best Sales Productivity Strategies

Did you know sales reps are able to spend only 28% of their week in active selling? That’s because lead generation, qualification, networking, and other sales tasks take up most of the time.

If your team is struggling with the same problem, check this article out. It reveals the five best sales productivity strategies to help you:

  • Generate more sales
  • Increase market share
  • Outperform competitors
  • Capitalize on growth activities
  • Make your sales activity efficient

As a bonus, you will also get to check out an amazing lead-scoring platform that improves lead quality and helps close faster.

7 Best Sales Planning Software & Tools

Sales planning software helps businesses set, manage, and track their sales strategies and targets. But with so many options in the market, which one should you choose for your organization? Find your perfect pick in this article.

Published by Pipedrive, the post offers an honest and unbiased review of the seven best sales planning software and tools out there. Each review highlights the tool’s key features and what makes it different from the rest.

You will also find a brief guide on how to select a sales planning solution.

The Best Sales Tactics for Your Small Business

Small business doesn’t have to mean small sales.

This post discusses the seven best tactics designed to empower your sales team and optimize your sales process as a small business.

From being authentic in communications to employing empathy, these strategies will help you connect meaningfully with prospects and turn them into valuable customers.

So go ahead and discover how to build a consistent lead management process, persistently personalize outreach, and nurture relationships non-stop.

Multiple Sales Pipelines: How Do They Work?

An organized and accurate sales pipeline can help you grow revenues by more than 10% every year. But if you have several products and services, chances are a single sales pipeline would not suffice. You need multiple sales pipelines.

In this NetHunt CRM blog post, learn everything about building more than one sales pipeline. From setting stages to customizing fields, you will find step-by-step instructions for the entire process.

The post also explains the basics of a sales pipeline and three cases where having different sales pipelines is necessary.

Traits of High-Performing Sales Reps—Alex Kremer

In the latest Shake Sales episode, I interview one of the most reputable sales professionals out there—Alex Kermer!

Using his 15 years of experience in the sales industry, Alex shares some really valuable points that every sales professional must know to excel in their career.

You’ll learn about the three traits of high-performing sales reps. Alex also talks about how to get your prospects to commit to you by “building the gap”. Watch now!

Sales Terminology—The Ultimate List of Sales Terms

BANT. Mark-Up. Gatekeeper. Churn. ACV. CLV.

If you think I’m talking gibberish, it’s understandable. Sales is an art but it’s also a science. And just like all scientists, we do like to indulge ourselves in a bit of terminology.

That’s why my team at Mailshake has come up with this ultimate list of sales terms that you want to review every once in a while.

This is especially true if you’re in a more analytical sales role. Because the eyes don’t see what the mind doesn’t know. Have fun!

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