Sun.Sep 24, 2017

The Three Keys to Handling Objections

Inside Sales Training

I hear a lot of sales reps’ recordings, and when it comes to dealing with objections, you’d be surprised by the mistakes I hear! One of the biggest mistakes I hear is reps not even hearing their prospects out, and instead rushing in to answer what turns out not to be the real objection.

3 Keys to an Effective Digital Selling Strategy

Sales and Marketing

Author: Sona Jepsen Some companies sell to businesses and some directly to consumers, but fundamentally, digital selling strategies rest on the same principles. Sure, the approach and tone might vary based on the audience, but B2B buyers behave quite similarly to B2C consumers. Digital selling yields the best results when companies offer consistent experiences across all channels, including brand image, media releases, client presentations, customer service, and product engagement.

B2C 173

Sales Motivation Video: Why Do Your Customers Like Doing Business With YOU?

The Sales Hunter

I want you to list all the reasons your customers like doing business with you. Yes, all of the reasons. Then compare your list with the lists of the other people on your sales team. Too often we overlook many of the reasons customers like doing business with us. Yet these reasons are great sales […]. Blog Professional Selling Skills Sales Motivation motivation sales motivation

Bad Advice: Focus Your Coaching On Your Top Performers!

Partners in Excellence

I just read some really bad advice from a really smart individual, “Managers spend too much time on their bottom performers, they need to focus on their top and middle performers.” ” The explanation went on that time invested in bottom performers wouldn’t result in substantive performance improvement, the equivalent time spent with our top performers produces more results. On the surface this makes sense, it’s easy to jump on that bandwagon.

Moving the Sales Performance Bell Curve

A blueprint for turning average performers into top reps.