If you’ve noticed that the same salesperson is always at the top, it’s because that’s probably true. In fact, a study done by Harvard University found that 4% of sales reps make 94% of the sales in the United States. Are they just born sellers, or do they know...
Regardless of how many facts and figures we put in front of our prospects, the fact remains: They still make decisions based on feelings. In most cases, our prospects see our products as equal to our competitors’. Our prospects aren’t as familiar with...
Trying to identify who makes the buying decisions in a business can be one of the hardest parts of a B2B sale. There are often several gatekeepers between you and the ultimate decision-makers, and it’s not always easy to know how to get by them. These 5 questions will...
Winning sales isn’t a straightforward affair. In most cases, you have to make numerous calls, set up different meetings and cajole a prospect into making a purchase. During this process, your prospects will throw counterclaims and lots of questions your way. Read on...