Allego
APRIL 16, 2024
Even then, though, you should not use the responses as is, especially when communicating with prospects and customers, warned Richter. A great salesperson knows how to ask the question that their customer or prospect doesn’t even know ought to be asked. When a new employee comes in, we don’t just say, “Go write a sales proposal.
Hubspot Sales
JANUARY 15, 2020
Imagine you’re a prospect, and you stumble across my profile. The most successful reps know that sales isn’t about them — it’s about the prospect. Here's the template: [One- to two-sentence description of common prospect problem.]. To create an immediate rapport with your prospects, show them what makes you tick.
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Pipeliner
SEPTEMBER 26, 2018
After running a company for almost 20 years whose primary focus is to get our clients in the door with their important prospects (Door Opener® Service), that’s what we’ve learned it takes to be most successful. One time a decision maker at a Fortune 100 pharmaceutical company was on my client’s “please get me a meeting” wish list.
SBI
NOVEMBER 27, 2012
The 65/35 efficiency factor highlights the fact that reps are already spending far less time talking with prospects than they should be. When reps are entering data into the CRM system, they are not talking with prospects. When they are updating their forecasts, they are not talking with prospects. Here’s why. No more keyboard!
Paul Cherry's Top Sales Techniques
NOVEMBER 4, 2010
Pharmaceutical Sales Training. Prospecting (9). Jerry Acuff, President of Delta Point and a highly respected pharmaceutical sales training professional I greatly admire, shares this valuable advice in one of his recent blogs in which he asked his readers: “What is the best interview question? Manufacturing Sales Training.
The ROI Guy
APRIL 15, 2014
In any pipeline review, the majority of the discussions are about prospects not calling reps back, not moving forward, and taking longer and longer in the process. In this “do more with less economy”, buyers have less resources and budget than ever to apply to new proposals. First you need to ignite the buying journey.
Pipeliner
FEBRUARY 15, 2019
When you prospect a C-Level executive for the first time, always make it seem that you’ve had an earlier conversation with them.”. Pressure from prospects: “We haven’t made a purchase decision yet, but if you can promise a better price, I will share [Competitor X’s] proprietary proposal.”. Customers don’t read them anyway.”.
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