Remove Buying Cycle Remove Construction Remove Prospecting Remove Training
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Use These 2 Examples To Uncover Prospect Needs

MTD Sales Training

Instead, think about how you can get the prospect to think of what you have in terms of how it will benefit them. It may sound something like this: “Tom, many businesses in the construction industry have been able to save over 15% in their long-term buying cycles by using our preferred supplier status discounts.

Examples 120
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33 Sales Tip & Techniques

MTD Sales Training

Whether it’s a cold call on a prospect or a follow-up email after a client visit, have the clarity to know exactly what you are trying to achieve. 9) Prospect at the right level within the business. 10) Discover the prospect’s buying cycles. 15) Practice your prospecting calls with your colleagues or your manager.

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Emissary’s Sales Intelligence Platform Accelerates Success

Emissary

The average buy cycle is now more than seven months long and involves five to eight (or more) decision makers, most of whom spend only 17% of their time meeting with potential suppliers. To succeed in the current marketplace, sellers have to use every tool at their disposal to understand their prospects and what drives them.

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Onboarding Your Sellers for the New B2B Buyer: Rapidly Building Sales Capability

Mindtickle

Classroom training allows you to teach your reps in a controlled setting, in large or small groups, free from the distractions and pressures of their work environment. Plus, classroom training can help build teamwork across people who need to collaborate, such as pre-sales engineers and sales reps, and account managers and customer success.

Buyer 64
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Onboarding Your Sellers for the New B2B Buyer: Rapidly Building Sales Capability

Mindtickle

Classroom training allows you to teach your reps in a controlled setting, in large or small groups, free from the distractions and pressures of their work environment. Plus, classroom training can help build teamwork across people who need to collaborate, such as pre-sales engineers and sales reps, and account managers and customer success.

Buyer 52
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An Open Letter to Social Sellers Everywhere

Tony Hughes

Dave Brock says it the best ever: Prospecting is the New Prospecting ! Don't just install it, train your people on it thoroughly, weekly and quarterly. You need to pinpoint the mobilizers, your advocates and build consensus amongst champions inside the prospect's ecosystem. It's a modern twist on an ancient classic.

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Whale Hunting Part I - The Rate of Decay

Tony Hughes

What truly constitutes an ideal prospect? Don't answer your email, construct an RFP response, work the web leads or build that 55 slide presentation with your NASCAR slide. But who is teaching, don't even compete in an existing buying cycle that has a decay rate. Write this down on paper to memorialize it. So what now?