Understanding the Sales Force

JULY 28, 2017

Image Copyright iStock. Everyone has had this happen.probably more than once. You worked hard and smart, thought you did a great job, expected to win the business, but didn't. Later, you learned that the prospect "Didn't really like your style.". It's not at all unusual, but it is almost always misinterpreted. Salespeople tend to take this personally by internalizing the comment as, "They just didn't like me.

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Prospecting Competition Closing Sales 252

The Sales Hunter

JULY 28, 2017

Ask yourself that question and, more importantly, ask yourself why you answered the way you did. Each week I receive phone calls and emails from salespeople and sales managers who say they aren’t hitting their sales goals. You will never hit your sales goals if you don’t have enough in your pipeline to close, and […].

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Prospecting Pipeline Sales Goal Closing 136

SBI Growth

JULY 28, 2017

Sales 253

Sales B2B Strategy 253

Sales Gravy

JULY 28, 2017

Symptom: You're sitting at your desk too much and need to get off your ass and get to work. Get ready. Get set. Go! The hardest part is “get ready.” In sales, it’s known as “preparation.

Sales 40

Sales 40

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A dramatic shift has occurred in the B2B landscape. Buying has transformed radically in the last half-decade, causing growth rates to plummet, customer acquisition costs to skyrocket, and churn rates to surge. For SaaS companies relying on traditional sales strategies to grow revenue, these trends will only become worse, as they now falter in the face of modern purchasing paradigms.

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SBI Growth

JULY 28, 2017

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Sales Strategy 235