Zoominfo

APRIL 22, 2018

If you’ve worked in sales for any amount of time, you know the standard sales process looks something like this: You identify a prospect and conduct research, you figure out what pain point or challenge they’re trying to solve, and then you offer your product or services as the solution. You also know many deals fall through—not because the prospect doesn’t need your product or decides to go with a competitor—but simply because they can’t, or won’t, make a decision.

Prospecting 235

Prospecting Case Study Study Sales Cycle 235

Mr. Inside Sales

APRIL 22, 2018

I was on the “ Sell or Die ” podcast with Jeffrey Gitomer a couple of weeks ago, and he asked me a good question. He said this question would cause me to think a bit and then he asked, “Mike, how many objections are there?”. That did cause me to think. After a moment, I told him that while there are a lot of variations of objections, in truth there are really only a few.

Objections 127

Objections Up-Sell Prospecting Closing 127

SBI

APRIL 22, 2018

Using Highspot, sales teams can quickly find the best-performing content, and customize it for each opportunity. That means they can engage in more relevant, impactful buyer conversations that result in more won deals. Visit Highspot.

Video 72

Video Buyer Conversion Opportunity 72

Membrain

APRIL 22, 2018

As much as sales people try to sell solutions or sell value, too often they fall back on great products. They focus on product, features, functions, feeds and speeds.

Sales 72

Sales 72

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Pipeliner

APRIL 22, 2018

I learned a great deal working for Xerox. They certainly taught me how to sell, but the two greatest programs I was involved in had little to do with selling. These two programs taught me the answer to a question that has puzzled many. The question is, can sales ethics be taught, and you’ll find the answer when you read…. Can Sales Ethics Be Taught?

Forecasting 70

Forecasting Education Groups Competition 70