Each discovery call you make is a challenge because you are trying to capture, and keep, that prospect’s attention. 

ROI (or return-​on-​investment) is important to any buyer; they want to make sure that they will at least get their money’s worth. The responsibility is on the seller to showcase that ROI in a concise, clear way. 

Less than 30% of sales reps say that they are provided with sales coaching that is personalized to their unique needs. For the sake of your career, it’s time to take steps to learn from an industry expert.

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.

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.

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. 

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

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. 

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.

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.

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. 

How much of your sales strategy focuses on inbound sales leads? 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.