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Aligning Customer Objections to the Buying Process

Sales Benchmark Index

Fix your sales problem in 5 easy steps – sounds great, doesn’t it? One of the biggest problems for sales reps is customer objections. In this article I will address an alternative way to look at objection handling – from the point of view of the buyer.

3 Coaching Tips to Help Reps Overcome Sales Objections

Allego

Yet when it comes to preparing sales reps for customer objections, that’s exactly what many managers tacitly say: “I know we didn’t practice responses, so just be confident and get ready to think on your feet. Salespeople dread dealing with tough customer objections.

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Are You Showing the Big Picture When Overcoming Your Customers Objections?

Jeff Shore

Years ago, I was selling newly constructed homes in a community that had – let’s say “less than optimal size homesites.” The first time I used the pictures and overcame the small backyard objection I got hooked. I found pictures for every possible objection I could think of.

Jonathan Farrington's Blog ? How To Construct and Implement a.

Jonathan Farrington

How To Construct and Implement a Successful Business Development Strategy. Whilst I very much hope that the super-efficient amongst you had your strategy for 2012 signed off long ago, it may just be that some of you are still in “construction mode” so this will help….

How Performance Reviews Can Kill Organizational Culture

Partners in Excellence

I study everything they publish, listen to every podcast, read every article and book they reference. I’ve seen and been part of many organizations that harness this process very constructively, helping individuals and the organization grow and improve.

The step-by-step guide to building an effective sales strategy

Zendesk Sell

In construction, it’s impossible to erect a building if you don’t have one critical document — a blueprint. In this post, we’ll break down what a sales strategy actually is and how you can create your own. What is a sales strategy? Identify sales goals.

Look for Potential in the Next Generation of Sales Hires

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan The Harvard Business Review finally published a relevant article that I agreed with! References verify that information. With all of that information about their past, how can you possibly gauge potential when hiring for your sales force?

The Key for Sales Ops in Driving Change

Sales Benchmark Index

As a Sales Operations leader, your success depends on getting change initiatives to stick. Within sales, an Expert Panel (EP) is comprised of your best front-line performers. Be cautious - there’s a fine line between a constructive challenger and a malcontent.

7 skills you’ll need to become a sales manager

Close.io

So you want to become a sales manager ? Making the leap from sales practitioner to sales manager doesn’t have as much to do with being a rockstar that boasts the highest close rate on your team—as it’s concerned with your ability to motivate, lead and elevate others to achieve more.

All-Time Top Kurlan Sales Article

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan As promised for today, I'm revealing the single article, from among my former 999 blog articles which my readers voted "best", to be my 1,000th post. The assessment to which he referred was a personality assessment marketed as a sales assessment.

My Favorite Sales Books

Partners in Excellence

Particularly to a group of outstanding people, many of whom are friends–authors of sales books. At this moment, I’m writing “blurbs” for several soon to be published books, by friends, on selling and sales management. Learning Professional Sales Sales Training

Guidelines for Conducting an Effective SDR Performance Review

CloserIQ

They provide the best value to SDRs when managers are comprehensive in scope and constructive in delivering feedback. You should take the time to provide qualitative feedback about how the SDR handles different parts of the sales process: prospecting, sales presentations, closing, etc. Here’s how to handle this part of the assessment: DO be specific in your feedback: “I like the way you handle objections because of x” or “You seem to struggle with prospecting because…”.

Hiring Best Practice: Test Before You Offer

Sales Benchmark Index

Some sales candidates look great during the hiring process. HR has worked hard to find capable talent, and Sales has committed time and money to ramp the new hire. If you’re a Sales or HR leader, this may be happening all too often. Sales can learn a lesson here.

Gartner Sales & Marketing Conference Recap

LeveragePoint

Last week I attended Gartner’s Sales & Marketing Conference where I joined leaders in sales, marketing, and sales enablement to discuss latest trends, Gartner research, and the future of these functions. If they don’t work, bring in the sales engineers!

The Best Way to Sell Is With a Story

Sales and Marketing Management

They’ve been through it so many times they can rattle off the typical objections from customers and prospects: “I don’t have time to hear this pitch”. “It’s Storytelling is vital at every point in the sales cycle. Nearmap, the company I work for, captures, manages and delivers high-resolution aerial imagery to engineering and construction firms, governments, property and real estate companies, solar installers, telecoms, and others.

Your Foolproof Formula to Become a Sales Manager in 2018

Sales Hacker

This article talks about how to become a sales manager in 5 crucial (and doable) steps. Sales is an important element of any business. For example, one of the biggest issues within sales is the gap between sales and marketing. As a sales manager, you must be able to receive feedback with humility and also be able to give it without causing offense. People view what is intended as constructive advice as a personal attack.

5 One-on-One Meeting Questions You Should Be Asking

Hubspot Sales

The primary objective of one-on-one meetings will vary depending on the salesperson’s specific situation and level of experience, but the mechanics of the meeting are fairly consistent. You see, the real objective of a one-on-one meeting is to encourage dialogue. Sales Coaching

Tapping Into Your Soft Side with Emotional Intelligence in Sales

Sales Hacker

And that’s why achieving your success potential in sales is directly proportional to your emotional intelligence in sales. Sales is tough, but even that is an understatement. How Does Emotional Intelligence Work in Sales? Embracing EI to Make the Sale.

The 5 Essential Components of Digital Transformation

DialSource

Digitalization (in this context) refers to the use of technology to streamline business processes. Digital Transformation in Sales. How is the digital uprising, and the concurrent shift to the knowledge economy, impacting the sales environment?

Avoid Maybe Purgatory: Turn Maybes into Small Yeses

Smart Selling Tools

If Heidi doesn’t handle this situation the right way, this sale is destined for ‘Maybe Purgatory.’. In Chip and Dan Heath’s book “Decisive” they refer to this technique as ‘ ooching. ‘ To “ooch” is to construct small experiments to test one’s hypothesis.

The Ultimate Dictionary of Real Estate Terms You Should Know

Hubspot Sales

When a seller accepts an offer from a buyer, that offer is contingent upon the buyer’s ability to meet certain conditions before finalization of the sale. It’s usually associated with investment or construction projects that are issued for the short term and don’t require collateral.

The Complete Guide to a Consulting Business

Hubspot Sales

Have you ever faced a problem, business-related or otherwise, and needed an objective perspective to help solve it? For example, let’s say you were hired to assess a sales team’s performance. Upon initial assessment, you recommend a new sales strategy and training plan.

The Mobile App Marketer’s Guide to Data Enrichment

Zoominfo

Consider these statistics: 40% of business objectives fail due to inaccurate data ( source ). For the sake of today’s article, when we refer to data we mean contact and company data—like the data most businesses house in their CRMs.

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Necessity is the Mother of … Selling

Smart Selling Tools

Seeing the ingenuity, perseverance, and industrial cunning of Santiago’s street sellers made me quite proud, and blessed beyond what mere words can convey, to be not only a member, but a staunch advocate of the sales profession. Sales: A Noble and Noteworthy Profession. “I

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Your Sales Management Guru - Untitled Article

Your Sales Management Guru

The sales team has been reading one chapter a week and discussing at each sales meeting. . Prospects will get a better understanding of the powerful features and benefits of Product and I will drastically reduce objections and problems during the demonstration. .

Need Some Meeting Mojo? Let Your Team Make Meetings Great – Part 2

Keith Rosen

Here are 5 steps to get your team to run constructive, engaging meetings. sales meeting that won’t be trite or redundant, then you’re probably asking the question to the wrong person. The byproduct, you achieve your business objectives.

An Open Letter to Social Sellers Everywhere

Tony Hughes

Any advanced selling system is based on the fundamentals however you have to leverage a process and acknowledge the nurturing required for an effective sales cycle to happen in social environs over time. The folly of Sales 2.0 When I train sales people I train them to execute.

The Growth Hacking Playbook: Your Ultimate List of Growth Hack Resources

Hubspot Sales

Here, he explains how: Objective/Hypothesis. The new variation produced a 15% lift in one of Wistia's main onboarding metrics - and led to more account activations and sales. Here's how: Objective/Hypothesis. Objective/Hypothesis. Objective/Hypothesis.

Are You Selling By the Numbers or Selling With a Blindfold On? Statistical Benchmarks for Success and Self Accountability That Most Organizations Are Still Missing

Keith Rosen

Because the truth is, you just may be running so fast in an attempt to catch up on your sales numbers, that you didn’t recognize the blinders you’ve developed which are obstructing your view of the fuller picture; the landscape you’re trying to farm and manage when it comes to selling and driving the right sales activity. Here are those questions you need to ask yourself (and your sales team). Now, get this: 2% of sales are made on the first contact.