Sales isn’t about convincing or persuading a person to buy something—it’s about offering a logical solution to a problem a customer or prospect is challenged with.
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July 11, 2018
Written By: Laura Lloyd
Becoming more customer-centric is a smart goal for any sales organization. According to research from Deloitte, companies who use a customer-centric strategy are 60% more profitable.
June 22, 2018
Written By: Marcia Neese
If you want your salespeople to beat the competition, they need to fully understand who they’re up against.
A competitor analysis is a critical part of your business strategy and something that each of your reps should be comfortable doing on a regular basis.
By evaluating your industry as a whole—and the players within it—you’ll be able to:
June 19, 2018
Written By: Steve Hackett
Managing a remote sales team used to be a situation faced only by sales leaders at large multinational corporations. All that changed with the wide availability of high speed internet and video conferencing.
June 08, 2018
Written By: Lisa Rose
Effective sales prospecting is one of the most challenging--and most important--parts of the sales process. Getting it wrong means wasted time and frustration. Getting it right means a healthier pipeline and better performance.
Here are 9 prospecting tips your team can implement before, during, and after each call in order to strike prospecting gold.
June 06, 2018
Written By: Jeb Brooks
How do you get your salespeople to continue selling, even when they’re on vacation?
You coach them to make the most of their out of office message!
The auto-reply message is something most salespeople don’t give a second thought to—but it’s valuable real estate in a prospect or customer’s inbox.
May 23, 2018
Written By: Laura Lloyd
In a world where the customer is in control, happy customers are the secret to growth.
May 16, 2018
Written By: Marcia Neese
Some companies sell complex solutions that require sales reps to have an in-depth technical expertise. Also known as sales engineers, these technical sales reps are extremely knowledgeable on the details of a product or solution, but they’re not always the best at converting prospects into customers.
May 09, 2018
Written By: Steve Hackett
It’s no secret that sales teams can’t rely on the outdated “used car sales” approach if they want to achieve high performance. Today’s customers in almost every market have access to more information, more choices, and more autonomy than ever before—and this requires better sales skills and more strategic thinking.
April 24, 2018
Written By: Marcia Neese
Love it or hate it, voicemails are a standard feature of a salesperson’s day. Whether your sales reps are cold calling or following up with warm prospects, they’re likely encountering voicemail boxes and answering machines many times each day.
