Sales and Marketing Management
AUGUST 14, 2017
Long sales cycles. Executives are more likely to have admins (often referred to as gatekeepers) that invariably will ask a question that sends shivers down many sellers’ spines: “Who is this and what is it regarding?”. Let’s take a step back and more closely consider the term “gatekeeper.” Handling Gatekeepers.
Sales and Marketing Management
MARCH 26, 2018
Despite the plethora of martech and sales enablement technologies now on the market, most sales teams are still performing at sub-optimal levels. With all these new tools making a salesperson’s job easier, there’s no excuse for your sales team not to excel. In these three channels is where sales performance can be enhanced.
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Bernadette McClelland
NOVEMBER 2, 2011
Who has noticed that the sales landscape is changing at an accelerated pace and has no intention of slowing down? Are sales cycles either nonexistent or getting even longer? Have gatekeepers had some form of combat training? The problem is not you or the sales cycle – they are just symptoms of the real problem.
SBI Growth
AUGUST 16, 2012
As a quota carrying sales rep, you have a number to hit. Sign up for the Tour to learn how your peers are promoting themselves and driving sales this year and next. The reality is that B2B buyers today will progress almost 60% of the way through the buying cycle before they ever engage a sales rep. Case and Point.
Hubspot Sales
MARCH 20, 2018
The Gatekeeper. When we talk about objection handling in sales, it is often focused on the later stages of the buying cycle, usually during negotiations. A crucial yet overlooked aspect of objection handling occurs at the very beginning of the buying process, during prospecting. Types of Objections. The Brush-Off.
Sales Hacker
AUGUST 2, 2019
If you only had 90 days to penetrate the market and produce sales, what would you do? In sales, no matter how much you may wish otherwise, the fact is a prospect buys on their own timeline. If they won’t buy today, you must develop a plan to stay in touch until they do. DRIP: The Secret to Reliably Penetrate the Market.
DiscoverOrg Sales
APRIL 11, 2016
There’s a famous quote from that seminal 1992 movie about sales, Glengarry Glen Ross , in which Jack Lemmon’s character, Shelley, contemptuously dismisses the contact data he’s been given: “The leads are weak!” So, what is a lead in a sales context? This is where sales intelligence can play a very important role.
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