Hubspot Sales
MAY 3, 2021
Prospects can be unpredictable. For example, the "Challenger" methodology — a strategy rooted in teaching prospects, tailoring communication to suit those prospects individually, and taking control of conversations — is often applied specifically to the front-end of a sales process. There's no denying that sales can be chaotic.
Highspot
JANUARY 9, 2024
It starts with prospecting for potential leads, then moves through to negotiation and closing the deal. Each stage requires specific selling skills to satisfy prospect needs. Objection handling: Sales reps address any concerns or doubts the prospect might have, showcasing their expertise and the value of their solution.
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Corporate Visions
MAY 22, 2019
Even if you sell a truly remarkable product, prospects aren’t likely to recognize the full value you offer. In fact, most prospects either don’t recognize or can’t articulate the root of the challenges they struggle with on a daily basis. They talk about “why us?” — why the prospect should choose them over their competitors.
SBI
JULY 16, 2013
The more elaborate “magical” tricks make use of smoke and mirrors not unlike how some people construct forecasts. Understanding why the answer is no— or more precisely, what’s keeping your team from selling as much as they could be selling—is the key to radically increasing revenue in the future. hours a month.
SBI
MARCH 26, 2013
As I read both books, I asked myself what they tell us about how and what our prospects go through when they make decisions (either to believe in an idea, or to make a change). Consider asking a prospect to buy your product, in this example, an expense reporting tool. What if instead, we helped prospects widen their options?
Pointclear
FEBRUARY 23, 2018
Quality conversations and personal engagement with prospects. All the time we’re having unscripted conversation with our clients’ prospects. They all have college degrees, they’ve been through sales training (Miller Heiman, SPIN ® Selling, Solution Selling ® ) and they’re PointClear certified, so they have the skills to sell.
Tony Hughes
FEBRUARY 22, 2018
All the same guiding principles apply to social selling so it's been my personal mandate as of late, to advance social selling into something elevated that I've dubbed Advanced Strategic B2B Social Selling. Dave Brock says it the best ever: Prospecting is the New Prospecting ! What's not to love about that?!
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