Sales and Marketing Management
JANUARY 4, 2019
Author: Wendy Weiss, The Queen of Cold Calling™ I was recently working with a new client. He said he was trying to be consultative, to elicit details and to drill down on prospect objections. He told me that he believes in a consultative approach to prospecting and selling yet he was struggling to schedule even one appointment.
Understanding the Sales Force
FEBRUARY 22, 2023
Later, articles predicting the end of selling became both more prolific and more specific including the certain death of: Solution Selling Cold Calling Consultative Selling Sales Process SPIN Selling and more. "Inbound is King," they said.
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Gong.io
AUGUST 10, 2022
Adopting a consultative selling approach that takes a genuine interest in your customers will blow your competitors out of the water. . If you’re ready to become a customer-centric salesperson, then read on to discover how consultative selling works. . Consultative selling definition: What is consultative selling?
Understanding the Sales Force
MARCH 21, 2022
Transactional versus Consultative Selling - a rant. On Cold Calls - a Rant. Why Your Prospects Won't Talk with You and What to Do About it - a rant. On Attracting Salespeople When Recruiting - a rant on the Two Keys to Attracting More of the Right Sales Candidates. Why People Should Consider a Career in Sales.
The Sales Hunter
AUGUST 23, 2014
Blog Cold-Calling Consultative Selling Customer Service leadership sales leader sales leadership social media video sales tip' And they aren’t just researching companies. They are researching salespeople. Your social media reputation matters. I wish you could do […].
Sales 2.0
SEPTEMBER 18, 2020
My data on using social selling techniques shows a big increase in response rates vs traditional cold calling, roughly three times more effective. For higher end consultative selling I would recommend a cadence along these lines. There are points of diminishing return in this process.
The Sales Hunter
AUGUST 2, 2014
Blog Cold-Calling Consultative Selling Customer Service leadership Motivational Sales Speaker Professional Selling Skills Sales Motivation influence sales influence sales leadership sales motivation' The best position to be in is one where we can have a positive influence.
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