Understanding the Sales Force
MAY 30, 2013
In the fifth step of the prospecting call he says that if the prospect sounds interested you should skip the script and jump right to the close. Isn''t this a prospecting call? He makes it sound more like telemarketing than prospecting for appointments or meetings. It certainly doesn''t apply to a complex B2B sale!
Cincom Smart Selling
OCTOBER 5, 2017
You can hire the best sales superstars, reward performance with lavish incentives, and structure your pricing as aggressively as possible, but until you address an improved buying process, your impact on sales performance will be minimal. The buying process itself should be the foundation and center of the selling process.
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Cincom Smart Selling
OCTOBER 5, 2017
You can hire the best sales superstars, reward performance with lavish incentives, and structure your pricing as aggressively as possible, but until you address an improved buying process, your impact on sales performance will be minimal. The buying process itself should be the foundation and center of the selling process.
Sales Training Advice
JULY 30, 2012
Services like InfoUSA or Dun and Bradstreet can provide you with targeted consumer or business lists for direct mail or telemarketing. Affiliate programs, referral fees, and discounts on future services can all be incentives for people to pass along leads. Don’t forget your alumni association. License a compiled list.
Cience
FEBRUARY 5, 2019
Personally, I think that outbound prospecting still works and we have data that supports it—be it cold calling or the way you identify your prospects. And there are lots of outbound prospecting activities as well as potential mediums that you can use to engage with your potential buyers: phone calls, emails, video, voicemail, LinkedIn.
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