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.
What percentage of your sales calls end in a price negotiation? Or, the dreaded “I will think about it and get back to you?”
Take away the telephone and you’d have a tough time doing business. Is this sales tool so vital that you take it for granted?
The sales cycle is a marathon, not a sprint. From that first cold call to the fresh ink of a signed contract, there are hundreds of variables at play, which means potential problems loom around every corner.
All sales training includes this line: “If you want to make the sale, be sure to push the prospect's hot button.” Great, where’s that?
Has your close rate been lower than you'd like lately? It’s easy to blame the problem on the poor quality of customers who are walking through your front door.
The discovery phase of the sales process is important but often overlooked or cut short. When asked, sellers usually say they don’t conduct thorough discovery because it takes too long.
Are you among the 47% of sales reps who are struggling to make this year's numbers? You might be able to close the gap by understanding what your B2B buyers really want.
Can we talk about your sales process? It seems that every organization has invented its own sales process stages. Whatever your process looks like, the most important thing is to understand where your buyer is.
Discovery calls. Where would you be without them? Certainly not in Hawaii – enjoying the surf and sand as part of the President’s Club.