Understanding the Sales Force
FEBRUARY 10, 2022
Imagine my surprise when the first video described hacking operations as businesses with outbound prospecting operations whose goal is to convert their emails, texts and calls into paying customers. While I can't stop thinking about that video and the analogy they used, there are two strong thoughts pulling at me.
Understanding the Sales Force
MAY 30, 2013
In his article he shares a systematic approach for prospecting " loosely based upon a conversation with Thomas Ray Crowel." In the fifth step of the prospecting call he says that if the prospect sounds interested you should skip the script and jump right to the close. Isn''t this a prospecting call?
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Understanding the Sales Force
SEPTEMBER 20, 2023
Salespeople need to be better at prospecting instead of hiding behind emails and LinkedIn messages or waiting for BDRs to schedule less than stellar meetings for them. 5 Ways to Build (and Lose) Credibility in Your Sales Emails Why is it Important to Align Your GTM Team? They need to be better at the discovery call and qualifying.
Understanding the Sales Force
APRIL 4, 2024
Consultative Approach to Selling Call Reluctance is Just as Popular as Ever! Consultative Approach to Selling Call Reluctance is Just as Popular as Ever! Does Being a Strong Qualifier Correlate to Having a Strong Pipeline? 4 Reasons Why Salespeople Suck at Consultative Selling.
Understanding the Sales Force
SEPTEMBER 26, 2013
Even if they were in hiding, everyone must have heard by now that a typical B2B sale requires a customer-centric consultative approach. The first graphic shows the likelihood of a response from a prospect based on how quickly the salesperson follows up. Why do salespeople still rifle down lists to make cold calls?
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