Cincom Smart Selling
JUNE 30, 2015
That’s Not Selling ) was greeted with many constructive comments and a surprising number of positive reactions on the part of sales folks. I think given the wonderful reactions to my previous piece, it is only fair that I follow that up with some constructive suggestions of my own. Engaging Prospects. People will read it.
Hubspot Sales
MAY 19, 2020
By tracking how your site is registering with prospects, you gain insight into their buying intentions and what aspects of your UX and messaging are most effective. Ultimately, tracking website activity lets you know your prospects and leads better. The practice offers perspective on what kinds of visitors your site is appealing to.
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Anthony Iannarino
OCTOBER 30, 2019
When Neil Rackham wrote SPIN Selling in 1988, salespeople were taught to ask two kinds of questions, open-ended questions that required their prospects to provide information, and closed-ended questions that required a yes or no answer. The close-ended questions being used to teach salespeople to tie-down their prospects and close them.
Highspot
JANUARY 19, 2022
This includes teaching them how to best engage with prospects, build relationships with customers, close deals, upsell and cross-sell, and much more. Besides having a much bigger knowledge base and skill set than the average salesperson, their job is unique. Sales Management Training Programs. Challenger.
Tony Hughes
FEBRUARY 22, 2018
Dave Brock says it the best ever: Prospecting is the New Prospecting ! You need to pinpoint the mobilizers, your advocates and build consensus amongst champions inside the prospect's ecosystem. Leveraging trigger events without the underlying knowledge of military strategy is fatally flawed.
Highspot
JANUARY 28, 2024
To boost the chances of turning those prospects into actual customers. They use these pieces of content to engage prospects. Clarify Your Offerings Developing product collateral presents prospects with a straightforward value proposition and benefits of your product or service. This can be telling.
Apptivo
JUNE 22, 2023
Real-time access to lead information enables salespeople to deliver personalized and bespoke solutions to each prospect, boosting the possibility of conversion. Customers can also discover self-help articles, tutorials, and troubleshooting instructions in the software’s knowledge base.
Expert insights. Personalized for you.
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