Sat.May 09, 2020

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The Most Important Qualifier During Covid-19

Mr. Inside Sales

Let’s review: There are six primary areas that you need to qualify a prospect on: Buying motives Red Flags: Why they won’t buy Decision maker(s) Decision process Timeline Budget. Skip any of these and it can come back to sabotage the sale. Obviously, there is an art to gathering this information, and I’ve written about it extensively in my book, The Ultimate Book of Phone Scripts.

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How To Recognize Your Client’s Negotiating Tactics

Anthony Iannarino

Recently, a post on LinkedIn proposed a scenario, with the author soliciting opinions as to how one would solve the challenge. The situation is pretty simple, and here is a summation: The salesperson works on a deal for months, and the client tells them they are the preferred partner. The salesperson has been clear on the investment from the very start, only to show up to get ink on paper to have the client ask for a massive discount.

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Using AI to gather information

Pipeliner

Many people are curious about what the future of sales will look like with the addition of artificial intelligence (AI), and other AI-based tools. Some people fear that it will be an absolute armageddon and the end of all sales careers. Other people think that it is an amazing tool for salespeople to have access to. The reality is that it is probably somewhere in between, and AI’s influence will continue to evolve as things progress.

Trends 90
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Why Your Enablement Needs To Be Native on Salesforce

LevelJump

Summary : non-native apps integrate with Salesforce using APIs, and that can cause problems. If tieing enablement to revenue is important, then a Salesforce native app built on Force.com is the way to go.

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Sales & Marketing Alignment: How to Synergize for Success

Speaker: Carlos Hidalgo, Co-Founder & CEO of Digital Exhaust, Author, International Keynote & TEDx Speaker

Recent research shows that only 50% of B2B organizations state that they have good alignment between their marketing and sales teams. This lack of alignment tremendously impacts the ability to meet business goals, and is a limiting factor for building and maintaining customer relationships. While many B2B organizations continue to struggle with aligning their marketing and sales teams, they can take practical steps to unify both teams and simplify their overall approach.

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Wi-Fi Hacks for Your Home Office

Selling Energy

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