Tag: discovery

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.

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?”

sell-smarter

Sell Smarter — Episode 20 — Smarter Pre-call Research

It’s much harder to close if you don’t ask smart questions early in the sales process. But before you make that discovery call, you need to do some homework.

Watson, come here. I need you to help me make a sale.

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?

Are You Guilty of “Pitchulation”

To speed prospects along, you might be tempted to cut a few corners during discovery. Don’t do it.

Are You Teaching Your Salespeople What The Ideal Customer Looks Like?

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.

The Elusive Hot Button — How Do You Find It?

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?

Here’s When Your Reps Should Combine Discovery With the Demo

Would you like your sale reps’ demos to drive 50% conversion rates? Of course.

Are You Asking These Sales Discovery Questions?

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.

How to Score Better Prospects by Optimizing Data Mining

Is your manager leaning on you to do more prospecting? To bring those leads down the sales funnel and close the deal in record time?

Enabling Your Sales Team for High-Performance in 2019: The Critical First Step

Free Sales Summit webinar on the Sales Experts Channel — recognized as the #1 All-Star Channel on BrightTalk. This 45 minute webinar focuses on the critical first-step of discovery for sales managers when building, developing and transforming their sales teams.

How Much Should You Sell?

How much of your product or service do you think clients and prospects really care about? Often, reps spend too much time talking about every single feature of what they’re selling, wasting both their and the prospect’s time.

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