On the surface, account management and sales have a similar set of goals: build strong relationships with clients and...
What is the Difference Between Account Management and Sales?
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Open-Ended Questions for Sales: How to Get Your Prospect Talking
Sales aren’t about convincing or persuading a person to buy something—it’s about offering a logical solution to a...
Sales Probing Questions to Uncover Buyer Needs
Sales Probing Questions to Uncover Buyer Needs Effective virtual questioning skills are critical to high sales...
3 Ways Your Salespeople Can Make a Great First Impression with Prospects
People tend to be automatically suspicious of anyone trying to sell them something. That’s why one of the primary...
The Three Most Important Questions to Ask a Prospect
In a competitive sales landscape, getting a prospect on the line can feel like a win, but it's only half the battle....
8 Winning Questions Your Sales Reps Should Be Asking Every Prospect
It’s not enough for your salespeople to be product experts, they also need to be capable of having the kind of...
Win Trust with Customers: 6 Steps For Your Sales Team To Follow
Trust is an intangible measure of relationship with very tangible business results. It is often the differentiating...
How to Qualify Sales Prospects the Right Way
Chasing unqualified prospects that never close is one of the largest wastes of your sales team’s time and resources....
Six Tips to Help Your Salespeople Consult with Risk-Averse Buyers
Risk-averse buyers present a unique challenge for your salespeople, especially in a complex sale where there’s a large...
A Few Ways Great Sales Leaders Enable More, Better, Faster Selling
This guest post comes from Victoria Young. Victoria has over 10 years of experience in digital strategy for the launch...