October 21, 2020
Uncovering Pain Points & Next Steps: Part 2
Uncovering pain points can present reps with so many opportunities to win over prospects. But, it’s typically not done by asking a question or two.
Sales Discovery
October 19, 2020
Pain Points: A Primer On What To Ask & Why
Pain points are a driving force behind sales. If you can successfully identify pain points, and present solutions to ease those pains, you’re more likely to showcase value and close the deal.
October 12, 2020
Tension: Why It Can Be GOOD For Your Sales
Tension has a bad rap. Likely, you do whatever you can to prevent tension, whether it’s during a call with a client or delivering a presentation to a prospect. But, not everyone thinks that sales reps should avoid creating tension
September 28, 2020
Multi-Threading Is A Must-Do For Today's Reps
Multi-threading relationships might not be a familiar phrase to many sales reps, but it should be. As more companies reorganize, there’s a chance that the contacts, including key decision-makers, you’ve come to know may be gone.
September 11, 2020
How to Address These 4 Buyer's Motive Categories
No matter how convincing or charming you are as a salesperson you are, you’ll never land a sale if you don’t cater your pitch to the buyer’s motive.
August 27, 2020
Land More Sales Using Outcome Selling
You may think it’s your product or service that you’re selling to your clients, and while that’s technically true, it isn’t the whole story. Your prospects likely don’t care about your product or service as a standalone purchase. What they care about is how exactly that product or service of yours is going to benefit them specifically.
August 26, 2020
Follow-Ups: Why 5 Is the Magic Number
Follow-ups directly impact your close rates, but do you know just how much of an impact they have? The answer may surprise you. Only 2% of sales are closed after the first meeting, which reveals that 98% of first meetings must be followed up before making a sale.
August 21, 2020
The Media Seller's Guide to Cyber Week 2020
This holiday shopping season will be different than any other. Our AudienceSCAN research shows that 32% of U.S. adults are Cyber Monday Shoppers. They won’t just be buying from the likes of Amazon and Walmart, but to win their shopping budget, marketers must be in the right place, at the right time, with the right products, using the right offers and media. Download this free white paper to learn why it's imperative to help your local accounts to "sell everywhere" this holiday season with both traditional and digital marketing efforts with tips on where to focus.
August 21, 2020
Mastering Inbound Sales, Where the Leads Come to You
How much of your sales strategy focuses on inbound sales? Since inbound sales are all about bringing in prospects who are already interested in your product instead of reaching out to prospects and trying to convince them that they need what you’re selling, probably not enough.
July 29, 2020
Customer Questions You Must Be Able to Answer
Customer questions will inevitably vary, but there are some that you’ll likely face with every single prospect. And further, certain questions can be critical to your success.
July 23, 2020
Dig a Little Deeper During Your Discovery Calls
Discovery calls are the most important part of the sales process. Not only is it the moment you learn whether or not a prospect has a need for your product or service that they’re interested in filling, it’s also your prospect’s first impression of you.
July 2, 2020
Shrewd Salespeople’s 3 Winning Tactics
Are you a shrewd salesperson, even during negotiations? A lot of people cringe at that word, but it’s actually a quality all salespeople should strive to be: “marked by clever discerning awareness and hardheaded perception.”
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Discovery provides the value to open doors and the leverage to close sales.
— C. Lee Smith, SalesFuel Founder and CEO