Engaging a prospect requires efficient pre-call research. Unfortunately, sales intelligence can be faulty and a drain on your time. Follow these tips to put what information you have to best use, regardless of how much or little you have. Get to the Point No matter to...
Most of us make it a habit to know why our customers buy our products and services. A lot of us have entire teams dedicated to curating and marketing customer success stories and rave reviews. But how many of us follow the client testimonials of our competitors’...
Objections almost always arise at the end of a deal. It’s a prospect’s final opportunity to back out, and prospects want to be 100% sure that buying your products or services is a good idea. Furthermore, at the end of a B2B sales cycle, proposals pass by legal...
As a salesperson, your skills make or break a deal. You own responsibility for bringing revenue to your company, but if you can’t cut it, you’ll lose a lot more than deals. When the pressure turns up, avoid these 5 blunders to make sure you don’t your company down....
It’s no secret that a warm prospect is much easier to close than a cold one. By using your social accounts to keep in touch with prospects and keep your name fresh in their minds, you can create a positive environment for closings. Before you can warm up a...