Pain Points: A Primer On What To Ask & Why
Assessing/Discovery, Sales TipsPain 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.…
3 Ways to Establish Your Credibility
Credibility, Presentations and Proposals, Sales Tips, TrustIf you don’t have credibility, you don’t have anything. That’s why establishing your authority in your field of sales and trust with your prospect is so crucial in the sales profession. Unfortunately, this is also an area that many…
Bolstering Client Retention in the Age of COVID-19
Coronavirus, Managing Accounts, Sales Tips2020 has been a scary year for people in sales roles. You have had to adjust to working remotely close to, if not, full-time. Deals are tougher to close via video sales calls. And your current clients are tightening their purse strings…
Sales Funnel Tip: Use Video To Guide Prospects Through
Connecting with the Head, Connecting with the Heart, Sales TipsYour sales funnel has different stages, so it makes sense to cater each outreach dependent upon where the prospect is in your funnel. And, salespeople must routinely communicate to keep prospects moving along through their buying journey.…
Tension: Why It Can Be GOOD For Your Sales
Assessing/Discovery, Sales TipsTension 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…
3 Tips for Effective Video Sales Calls
Credibility, Presentations and Proposals, Sales Tech, Sales TipsAre you having trouble with your video sales calls? The issue could boil down to the basics of video chatting.…
Virtual Engagement Keeps Up Connections
Curiosity/Creativity, Sales TipsVirtual engagement of prospects and clients is now likely a very common activity for salespeople, thanks to the shift from in-person meetings. Reps have had to quickly embrace this communication method.…
Outdated Sales Tactics WILL Hold You Back
Managing Yourself, Sales TipsOutdated sales tactics have no place in today’s sales world. Buyers now are more informed and discerning than those in the past, thanks to the internet. Reps who do not update their strategies and techniques will be left behind.…
Does Your Sales Process Leave Something to be Desired?
Presentations and Proposals, Sales Tips, Solving/Collaborating the BuyerWhat comes first in your sales process? Many salespeople are guilty of focusing on the money they could make. Or they could simply be focusing on meeting their quota in order to keep their jobs in the poor economy. Regardless, if the…
How to Make Your Sales Experience Stand Out
Attention to Detail, Presentations and Proposals, Sales TipsIn a world full of products and services that are all too similar to someone else’s, how do you make yours stand out? Honestly, there’s no way to make your product or service appear obviously better than something similar. Here's what…
Mindful Pitch Planning Is Worth Every Minute
Connecting with the Head, Connecting with the Heart, Sales TipsMindful crafting of a sales pitch, while taking time, can also lead to winning results. Putting aside notable thought and effort for each pitch you make will help you appeal to today’s buyers, who are quite different than those of the past.…
Multi-Threading Is A Must-Do For Today's Reps
Assessing/Discovery, Managing Yourself, Sales TipsMulti-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.…
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