Sales and Marketing Management

OCTOBER 16, 2017

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. That line of storytelling works well to help close a solar installer, but might be lost on a construction company.

Real Estate 243

Real Estate Construction Scale Hiring 243

Hubspot Sales

MARCH 30, 2018

Use any of these five questions to identify your prospect’s reservations and propose a mutually beneficial agreement. David Sandler, the founder of Sandler Training, used to say, “You can’t lose what you don’t have.” It's not constructive for them to do this on their own. Neither party benefits. That’s totally understandable.

Objections 111

Objections Construction Follow-up Exact 111

Hubspot Sales

MAY 15, 2018

It’s not news to you, but before you construct your story, you must have a clear understanding of your customer’s challenges. How do you envision the proposed changes having an impact on the organization? ”. Storytelling with Data. Start with a question. Where are the pinch points in this process? ”.

Data 96

Data Benefit ROI Scale 96

Highspot

JANUARY 28, 2024

Some prefer phone conversations, others value in-person meetings, and many appreciate longer white papers or viewing pre-recorded product demos independently. Post-sale, knowledge bases, and training materials support retention and advocacy. Proposals: Submit formal documents outlining proposed solutions and terms.

Collateral 96

Collateral Top of Funnel How To Distribution 96

Bigtincan

DECEMBER 8, 2021

In this stage, sending the prospect a white paper instead of a product demo may make sense. For example, when sales reps are closing a deal, they may need a non-disclosure agreement, a formal proposal, or other legal documents. User-friendly playbooks that offer onboarding and training to help sellers sell effectively.

Analysis 59

Analysis Collateral Telecommunications Sales Enablement 59

DialSource

JANUARY 16, 2020

When evaluating an organization’s products, a potential buyer will independently sift through the organization’s content (blog posts, white papers, and case studies), corroborating this information against other online sources. . Does your organization have a sales enablement team that can help develop training materials?

Ideal Customer Profile 41

Ideal Customer Profile Consumer Face-to-face Objections 41

Sales Hacker

OCTOBER 7, 2021

Bring your feelings, gut instinct, experience, and constructive emotion into the boardroom and sit at the table. If you do something constructive with your doubt, and use it to advance yourself, it can be an asset. Instead, what inspired and energized me was presenting, training, and empowering others to succeed. Joyce Johnson.

Hiring 130

Hiring Ideal Customer Profile Top of Funnel Lead Rank 130