Some salespeople have a bad habit that turns customers off: they talk excessively about product features about which customers don’t care. This habit doesn’t wear customers down via persistence; it just annoys them. Potential customers can tell when a...
The pre-call research phase of the sales cycle doesn’t always end when you get a prospect on the phone. When you have to call through an organization to get to the right prospect, keep a few pointers in mind to help you move through obstacles and gatekeepers....
An effective partner referral model should triple your lead volume and brand awareness. However, partner-sourced business can be trickier than marketing or outbound-sourced business because it includes a number of complex factors that aren’t present in business that...
It’s easy to tell when your client has crossed that threshold from “interested” to “paying customer”. Consider what you do when buying a new electronic. As a buyer you take time to evaluate your needs, shop around, and eventually make a...