News & Blogs

Overcoming Cold Call Reluctance: How to get on the Phone!
Overcoming Cold Call Reluctance

Every sales job requires some element of cold calling. For some, cold calling is a panic-filled activity. Cold call reluctance may come from a fear of rejection, a lack of training or preparation, or it’s not your personality.

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Does AIDA still have a place in sales?
Does AIDA still have a place in sales?

The AIDA Model identifies the stages a person goes through during the buying process. The AIDA model is used widely in sales, marketing and advertising to describe the steps that occur from the very first moment.

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IntegriLeads Appointment Setting, Business Development, Inbound Leads
How to improve the quality of your leads

Quality is everything, especially when it comes to lead generation. The higher the quality of leads, the greater the potential for conversions, the shorter your sales cycle & happier your clients.

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IntegriLeads Appointment Setting, Business Development, Inbound Leads
9 steps to nail every remote sales presentation

We’ve had to find ways to make calls, have meetings, hit sales targets & refresh our pipeline. While securing appointments may have been tough for businesses, remote sales presentations have been a real challenge.

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IntegriLeads Appointment Setting, Business Development, Inbound Leads
3 sales questions you should ask yourself

While the sales landscape has changed dramatically this year, the value of a skilled sales professional has not changed. The best salespeople know which questions to ask to uncover your prospects needs.

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4 Common Follow up email mistakes
4 Common Follow up email mistakes

In sales, we are told that we need to be persistent and keep on top of our leads if we want to close more deals. And so that’s just what you do, you follow up and then you follow up again.

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7 things you must know before calling a prospect
7 things you must know before calling a prospect

You only get one chance to make a first impression. If you mess it up, you don’t get a second chance at it. That is why being prepared for the initial call with the prospect is so important.

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How to handle “It’s not a good time to buy”
How to handle “It’s not a good time to buy”

Have you ever been speaking with a prospect consistently, it looks like your solution is perfect for them? You are ready to organise a demo or presentation, and suddenly you are being pushed it out to the next quarter, year?

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Are your sales tactics past their best before?
Are your sales tactics past their best before?

Some sales tactics are so out of date that they don’t work anymore. If you want to impress your prospects and meet your sales goals, then bypass these old school techniques.

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How to qualify a prospect’s budget early
How to qualify a prospect’s budget early

Qualifying your prospect’s budget can be very difficult for any salesperson. It is often done at the wrong time in the wrong way, and it can end a relationship with a prospect.

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How alignment generates better leads
How alignment generates better leads

When marketing and sales seamlessly work together, following a preplanned, unified strategy, it is a recipe for success. In large businesses, departments are more siloed and can seem like a law unto themselves.

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Asking tough questions uncovers the why
Asking tough questions uncovers the why

Questions are a big part of sales. They are what drive a sales process forward with a prospect. It is also the opportunity to give value to a conversation and gain insights on your prospect.

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Sales Prospecting is a lot like fishing
Sales Prospecting is a lot like fishing

You can have the best bait, and be at the right spot at the right time, but there’s still no guarantee that your prospect will bite. It’s no secret that prospecting is one of the biggest challenges that businesses will face.

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Are you careless with your cold emails?
Are you careless with your cold emails?

It is not hard to write a cold sales email. Taking the time to research a prospect and send a useful, relevant email is not massively hard. But often, it can be easy to be careless with your cold emails.

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Why you should outsource your appointment setting during uncertain times
Why you should outsource your appointment setting during uncertain times

Keeping your sales pipeline full of fresh leads is fundamental to business development, especially during uncertain times. If your pipeline dries up, it will have a knock-on effect on your future sales opportunities and your revenue.

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Easy ways to connect with more prospects
Easy ways to connect with more prospects

As salespeople, our ability to connect with people is vital to our job. With travel bans, in-person meetings on hold, it may be proving a challenge to meet new prospects. We wanted to share some of our favourite ways of reaching more prospects.

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Sales metrics that improve your bottom line
Sales metrics that improve your bottom line

Using sales metrics can take your sales team to the next level. If you are trying to improve your sales performance, you have two options; you can make changes based on your gut instinct, or you can use sales analytics to make the decision.

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Three sales sins to avoid
Three sales sins to avoid

As businesses are eager to make up for any downtime over the Covid pandemic, salespeople might be overeager to meet their sales goals or make up for missed opportunities. After a quiet spell, some salespeople might be tempted to take shortcuts.

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Looking at the first half of 2020: mid-year sales review
Looking at the first half of 2020: mid-year review

I’m an avid reader of the predicted sales challenges for each year. Back in September 2019, I read a blog on the top sales challenges facing salespeople in 2020. Coronavirus wasn’t on the list.

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5 skills of a high-performance B2B salesperson
5 skills of a high-performance B2B salesperson

Every B2B sales rep needs a wide range of skills and techniques to be successful. Identifying exceptional reps takes a lot more than just looking at their conversion rates; you need to look at their mix of soft and hard skills.

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Is emotional bias causing sales forecasting problems?
Is emotional bias causing forecasting issues?

We all get a natural high when we come out of a sales presentation, especially when we feel like we nailed it. As a sales rep or sales manager, I am sure you can relate; you get out of the presentation feeling like they loved it.

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How to improve your sales pipeline
How to improve your sales pipeline

Your sales pipeline is the lifeline of your business. Keeping it healthy is crucial to keeping your sales going. You need to be on top of your pipeline. Here are four ways to improve your sales pipeline for a better sales experience.

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Building prospect & client relationships online
Building prospect & client relationships online

We are living in the world of virtual meetings. You might feel more exposed because you are on camera. Conducting online sales meetings are essential for building some rapport with your prospects & sales team.

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Why do salespeople win or lose a sale?
Why do salespeople win or lose a sale?

When we win a sale, we put it down to our sales expertise, our talent and the quality of the solution. When we lose a sale, we put it down to the customer not being ready to buy, or the price or something someone else did.

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Hot‌ ‌tips‌ ‌for‌ ‌warm‌ ‌calling‌
Hot‌ ‌tips‌ ‌for‌ ‌warm‌ ‌calling‌

Warm calling is connecting with a lead that you’ve identified as a good fit although they may not have shown much interest. It’s ok to reach out to leads who are a good fit and see if they are ready to buy.

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How to have a winning discovery call‌
How to have a winning discovery call‌

Some salespeople dread discovery calls. They might find them to be awkward, time-consuming, and sometimes they are a disaster! But discovery calls are essential.

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Is your lead qualified?‌
Is your lead qualified?

It is so important to qualify your leads before engaging with them or before you spend too much time with them. You may have a pipeline of inbound leads, but if they are not adequately qualified, you are wasting time, energy and talent.

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Three skills every sales rep needs right now‌
Three skills every sales rep needs right now

As we continue to adapt to the new sales environment, you may have started to upskill. Focusing on moving sales through the pipeline is crucial to keeping revenue coming in, now is the time to focus on quality lead generation.

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Is it wrong to continue selling right now?
Is it wrong to continue selling right now?

Over and over again, we’ve been asked if it is ok to continue selling during this Covid-19 crisis. Unfortunately, there is no clear answer. Covid-19 is an incredibly unique situation.

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How to use open-ended questions?
How to use open-ended questions?

When qualifying a prospect, we use several techniques to build credibility & trust as well as delve into the prospects needs & pain points. As a sales rep, you need to figure out what the point of pain is & if your solution can solve it.

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Practical tips for remote sales
Practical tips for remote sales

Remote sales success largely depends on the routines you’ve put in place. Conducting business to business sales in person is becoming increasingly rare. There are many reasons why you may not sell in person.

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Managing a remote sales team
Managing a remote sales team

With social distance being a huge priority for everyone right now, many businesses are encouraging their staff to work from home. Adjusting to the new normal may take some time.

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How to secure success during uncertain times
How to secure success during uncertain times

As the Coronavirus outbreak continues to spread, business leaders and sales managers are left wondering what the impact will be on their sales team, pipeline and revenue.

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Understanding Business Pain Points in Sales
Understanding Business Pain Points in Sales

We’ve all felt the pain of selling to people who didn’t, can’t or won’t buy. Not only is it a drain on your team, their productivity and motivation, but it has a knock-on impact on your budget.

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Understanding Business Pain Points in Sales
Five things to improve your sales qualification

As salespeople, we are always looking to increase our chances of closing sales. And often we over-focus on the close and under-focus on the groundwork that leads to a successful close.

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“I don’t need to be prospecting” Of course you do!
“I don’t need to be prospecting” Yes, you do!

Who in your sales team does all the prospecting? The entry-level sales rep or business development rep? Everyone in your sales team, including the sales manager, should be prospecting.

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Sales cycle defined
Sales cycle defined

One of the critical KPIs that we measure is the length of the sales cycle. The length of your cycle can have an impact on your revenue. Knowing the average length of salespeople’s sales cycle will help you identify inefficiencies.

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Timing is everything; know your buying stages
Timing is everything; know your buying stages

The expression “first up, best dressed” is as true for sales as it is for any other area of your life. Timing and time management plays a huge part in your overall sales success.

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Digging deeper when qualifying prospects
Digging deeper when qualifying prospects

Every business has a point of pain that keeps the CEO or Managing Director up at night. They are looking to solve that pain. You, as a sales rep, need to figure out what the point of pain is and if your solution can solve it.

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Send an email or pick up the phone? When to use for first contact
Send an email or pick up the phone?

The way you make the first contact with a prospect will have a significant impact on your response rates. If you find that you can’t decide whether to call or email, then think which is most appropriate.

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Lead, Prospect & Sales - what’s the difference?
Lead, Prospect & Sales - what’s the difference?

Whether you are new to sales or have been in sales a long time, you’ve heard the terms lead, prospect and opportunity. But they can be easily mixed up. In this week’s blog, we’re going to outline what all three stages are.

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KPIs to focus on in 2020
KPIs to focus on in 2020

As a Sales Leader, you may be spending less time selling and more time managing your team. You rely on your sales reps to keep you informed of what is happening in the field.

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5 bad sales habits that make you seem pushy
5 bad sales habits that make you seem pushy

Over the last two weeks, we’ve taken a look at the soft sales approach and how it can benefit your sales pipeline to soften your technique. To make the soft sales approach work, you need to be persistent.

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How to adopt the soft sales approach
How to adopt the soft sales approach

In last week’s blog, we covered the differences between the hard sell & soft selling. The soft sales approach is a more indirect approach, using subtle persuasion. It is centred around building trust & rapport with the prospect.

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Hard vs soft-sell – Which works best for you?
Hard vs soft-sell – Which works best for you?

Both the hard sell and the soft sell have their place in the salesperson’s toolbox. Deciding which one to use will depend on your personality, the industry you work in and the prospects you tend to attract.

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4 simple sales prospecting techniques
4 simple sales prospecting techniques

Salespeople tend to dislike sales prospecting. But it’s a vital part of sales. If you don’t prospect, you don’t have leads. Because of the general dislike towards prospecting, salespeople often stick to old, outdated techniques.

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The essential sales tools that every sales team need
The essential sales tools that every team needs

We recently shared our tips on speeding up your sales cycle and how it will impact your bottom line. Part of making your sales cycle more effective is ensuring that you have the right tools in place to help your team.

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How to make every sales presentation a success
How to make every presentation a success

One of the most significant advantages of a sales meeting is being able to establish a rapport. It’s so much easier to build trust when you’re face to face having a conversation rather than over the phone or via email.

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How to make every sales presentation a success
How to follow up on inbound sales leads

One of the most significant advantages of a sales meeting is being able to establish a rapport. It’s so much easier to build trust when you’re face to face having a conversation rather than over the phone or via email.

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Protecting your sales team from burnout
Protecting your sales team from burnout

Burnout is a big concern for sales managers, and it is a significant threat to your sales team’s success. Sales Managers might not realise that they have the power to prevent burnout.

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Protecting your sales team from burnout
Hiring – Business Development Representative

IntegriLeads is a thriving & ambitious lead generation company on a strong growth path. Recent accolades include winner of Laois’ Best Start Up Business in the IBYE competition & All-Star Business Accreditation.

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Turning data into sales
Turning data into sales

There is a strong relationship between data and sales. For a long time, sales were seen to rely on the salesperson’s intuition or gut feeling on whether a prospect is an ideal customer.

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Easy strategies to speed up your sales cycle
Easy strategies to speed up your sales cycle

How quickly you can effectively sell can have a significant impact on your bottom line. As Sales Managers, we are always looking for ways to speed up our sales cycle and increase our sales revenue.

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Assessing the health of your sales pipeline
Assessing the health of your sales pipeline

How quickly you can effectively sell can have a significant impact on your bottom line. As Sales Managers, we are always looking for ways to speed up our sales cycle and increase our sales revenue.

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Our four favourite closing techniques
Our four favourite closing techniques

Closing is exciting. It’s the moment that you find out if all your hard work and determination has paid off. Think back to your very first sale; can you remember how daunting it was to try to close the deal?

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Do you know when to walk away from a sale?
Do you know when to walk away from a sale?

We, as salespeople, do not like to walk away from a sale. It’s hard to do, especially when you’ve put in a lot resources into building a relationship and when you walk away, you will have nothing to show for it.

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Sales qualifying questions to identify prospects worth pursuing
Sales questions to identify prospects to pursue

Not every prospect is going to be an ideal fit for your solution. Time is a salesperson’s most valuable asset, and you want to be using that time on high-value prospects.

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6 tips for more successful follow-up sales calls
6 tips for more successful follow-up sales calls

Sales reps tend to make the same mistakes when it comes to following up on sales calls. A follow-up sales call or meeting with a prospect is when you find out if the prospect is genuinely interested in your product or service.

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Outsourcing your lead generation will boost your bottom line
Outsourcing lead generation to boost bottomline

Appointment setting is seen as the most challenging aspect of business development, and it is often the most common roadblock to increasing your revenue.

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8 common sales blunders and how to avoid them
8 common sales blunders & how to avoid

You don’t have to be a fantastic salesperson to be good at closing sales. You just need to avoid these common sales blunders. We’ve outlined 8 of the most common sales blunders and how to avoid doing them.

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We’re hiring - Prospecting Specialist
We’re hiring - Prospecting Specialist

IntegriLeads is a thriving & ambitious lead generation company on a strong growth path. Recent accolades include winner of Laois’ Best Start Up Business in the IBYE competition & All-Star Business Accreditation.

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Improving the quality of your lead generation
Improving the quality of your lead generation

When it comes to B2B lead generation – Quality is everything. The higher the quality of leads, the greater the potential for sales conversions and more happy clients.

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Four reasons to Outsource your Appointment Setting
Reasons to Outsource your Appointment Setting

Keeping your sales pipeline full of fresh leads is fundamental to business development. If your pipeline dries up, it will have a knock-on effect on your future sales opportunities and your revenue.

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Awarded the Business All Stars Badge
Reasons to Outsource your Appointment Setting

Our team has been very busy over the last 8 weeks working with the All-Ireland Business Foundation to achieve our Business All-Star Accreditation Certificate.

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Hot off the Press!!
Hot off the Press!!

IntegriLeads were delighted to be approached by The Laois People and asked to be on the cover of their latest edition. We had great fun on the day!

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Best Start-up Business WINNERS – IBYE 2019
Best Start-up Business WINNERS – IBYE 2019

Our Co-founder and Sales Director Aisling Kirwan represented IntegriLeads this year in Ireland’s Best Young Entrepreneur in the best start-up business category.

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Awarded FLEXIT badge
Awarded FLEXIT badge

We believe in empowering our employees & providing them with flexible working options. We provide a quality Appointment Setting service & believe that to maintain this, our employees need to be comfortable & happy.

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IBYE2019 shortlist
IBYE2019 shortlist

Congratulations to Aisling Kirwan our co-founder who has been shortlisted into the top 5 finalists in the “Best New Startup” category for Laois of Ireland’s Best Young Entrepreneur 2019.

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