Category: Assessing/Discovery

The Gatekeeper, The Influencer & Others You Shouldn't Avoid

It’s not always easy to gain access to a business’ decision-maker. Caller ID, email filters, and gatekeeper assistants can make it tricky to speak with the person in charge.

Ask the Wrong Questions, Get the Wrong Answers

The most important aspect of making a sale is also a major weakness of every salesperson: asking questions.

BANT: What It Is And How to Use It When Qualifying Leads

Your brain is probably full of endless industry jargon, including various acronyms to remember strategies and methodologies. One of those might be BANT; sound familiar?

If You Aren't Qualifying Leads, You're Likely Wasting Time

With memories of the most recent economic downturn still fresh, it can be hard to not leap onto every opportunity for new business that arises. But if you don’t take time to qualify leads, you can get stuck wasting a lot of valuable time and money with a customer who really isn’t a good fit.

Social Selling: How To Do It Without Fumbling

Social media presents an incredible opportunity for salespeople. It also presents incredible opportunity to fumble. The ability to instantly connect puts a lot of power in reps’ hands, but they need to be thoughtful about how they use it.

30 Question To Uncover The Best Leads

The best sales reps know how to ask questions. Particularly during the lead discovery phase, good questions can keep you from pursuing the wrong prospects. They can also keep the conversation going with prospects you’d like to pursue.

Are You Matching Your Sales Strategy to the Situation?

Has your sales training taught you to take control of a prospect meeting? As a challenger salesperson, your goal might be to disrupt the prospect’s mindset.

Need to Uncover ROI? Ask These Questions

The benefits of showing a strong ROI (return on investment) are well known, but some in the industry struggle with measuring and presenting their valuable impact.

Ask These Questions to Qualify Leads, Learn More

One of the best ways to get to really know a prospect is to ask questions. So, why don’t more salespeople take the time to do so? It may be because they already feel that they know everything. Or, they don’t even know what to ask.

Mapping The Customer's Journey Can Have A Big Impact

Gone are the days when every customer’s journey was simple. Today, buyers have countless paths to a purchase, thanks to shifting shopping options and consumer attitudes.

Pushy Sales Reps Share These Habits

Most sales reps don't want to seem pushy. But they may unwittingly come across that way if they aren’t careful.

How to Stop the "I'll Get Back You" Stall

What percentage of your sales calls end in a price negotiation? Or, the dreaded “I will think about it and get back to you?”

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