Sell Integrity

MAY 13, 2020

Yet, as we continue to make sense of all that, one question looms large: When the day comes, what are we going back to? . Without attempting to have all the answers, here’s what to think about now: Preparation is key: When this thing breaks loose, you cannot afford to have set-backs. We’re socially distanced.

Customer 121

Customer How To Call-back Distribution 121

Highspot

JANUARY 9, 2024

Gone are the days of cold calls and one-size-fits-all pitches. Each stage requires specific selling skills to satisfy prospect needs. When training B2B sales professionals, it’s important to focus on a skill set that aligns with its unique nature. This makes B2B sales training more important than ever.

B2B 52

B2B Training Top of Funnel B2C 52

Highspot

DECEMBER 5, 2023

Here are some basics: Consultative selling is a sales technique that emphasizes offering the very best solution for each customer’s specific needs. And though this method is perhaps more nuanced than the usual cut-and-dried sales practices, some market trends indicate consultative selling skills are 100% worth the extra effort.

Consultative Selling 52

Consultative Selling Closing Sales Qualified Lead Buyer 52

Gong.io

SEPTEMBER 19, 2018

The thesis is that the days of generic discovery calls and overly broad question-asking are over. Instead, The Challenger Sale recommends a new, provocative approach to selling: Commercial teaching. It’s definitely not a selling skills book. There are over 300 sales KPIs called out in this book. Getting Past ‘No’.

Negotiation 111

Negotiation Tour de Force Influencer Lead Rank 111

Gong.io

FEBRUARY 9, 2019

They’re split into sections from discovery call tips , to product demos , to objection handling , and more. There seems to be a ‘ cold calling is dead’ trend floating around these days. But fear of cold calling is going to hold you back. No cold calling is BAD. This is a common way new reps use to open a cold call.

Cold Calling 133

Cold Calling Call-back Objections Buyer 133

Partners in Excellence

FEBRUARY 19, 2018

Does it require different skills to present the value of this, perhaps differentiating it from an on premise implementation? Sure it may require a consultative/solution selling approach, it requires deep product knowledge, but there is nothing about the technology implementation that necessarily requires specialized selling skills.

Account Based Marketing 52

Account Based Marketing Revelation Sales Methodology Inbound 52

Vengreso

APRIL 10, 2022

SPIN Selling. Solution Selling. Miller Heiman’s Conceptual Selling. Miller Heiman’s Strategic Selling. Consultative Selling. SNAP Selling. Call-to-action. Keep in mind that what you’ll learn in this article will work no matter what product or service you’re selling.

Sales Methodology 128

Sales Methodology Pipeline Ideal Customer Profile Buyer Persona 128