Winning deals takes a special kind of courage and confidence. Not all of us have mastered the art of winning. B2B sales prospects can be a tough bunch. Every once in a while, a prospect comes along that sends you into overdrive. So what do you do to win them over?...
In 2013, we want to be better closers. However, since now is year end for us and we have a lot of deals to close before F113, we plan to get a head start on our New Year’s resolutions. Improve Forecasting Accuracy A successful sales rep can assess just about anything:...
No matter how formulaic your hiring strategy, one question comes up time and again: does this candidate have the personality to be a sales representative? It’s a good question to ask, but what is a sales personality, exactly? Should you hire the candidate who exudes...
Regardless of what you sell, the quality of the information you know about your prospects affects how effectively you close them. A defined sales strategy and a solid pre-call research process will make the difference being winning and losing a sale. According to...
Outbound prospecting refers to a sales technique representatives use to hunt down prospects, rather than wait for prospects to come to them. Most B2B sales organizations mandate that reps spend a percentage of their time prospecting because outbound can significantly...