Magazine Meeting Prospecting Sales 
Understanding the Sales Force
MAY 30, 2013
Understanding the Sales Force by Dave Kurlan I have to question Geoffrey James for an article he recently posted on Inc. Magazine''s online site. In his article he shares a systematic approach for prospecting " loosely based upon a conversation with Thomas Ray Crowel." Isn''t this a prospecting call?
No More Cold Calling
JULY 29, 2021
This broken link is to blame for sales teams’ biggest closing mistakes. “My This is the frustrated lament I hear regularly from sales leaders. But not closing sales is never the real problem. The problem is that sales reps neglect important activities during earlier stages of the sales process. It’s just a symptom.
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SBI
FEBRUARY 21, 2019
SalesTech Game Changers 4th Digital Magazine: 5 Executives Tell us How Their Solution Changes the Game for Sales. Nearly every week in 2018, we interviewed a different SalesTech company asking them how their solution changes the game for sales. Each quarter we summarized their answers in this easy to read magazine.
Sales and Marketing Management
JANUARY 4, 2019
He told me that he was reaching and having brief conversations with some prospects but those conversations went nowhere. He said he was trying to be consultative, to elicit details and to drill down on prospect objections. But no matter what he said or did, he would hear, “I’m not interested,” and a click as the prospect hung up.
Sales and Marketing Management
FEBRUARY 26, 2018
Author: Mike Schultz, President, RAIN Group Breaking through and setting sales meetings with C-suite buyers is tough. They’re off-the-charts busy, bombarded with sales messages, and gatekeepers keep them well insulated. Yet, many sellers are successful in breaking through and setting initial sales meetings with the C-suite.
SBI
NOVEMBER 6, 2018
Everyone wants to know how and whether a sales technology will help them sell more, in less time, at the right price, or with less cost. We refer to those as the 4 Golden Goals of sales organizations. In this quarterly magazine , in a glance, you can see how 10 executives answered that question. Pretty cool, right? Net it out.
Smooth Sale
JUNE 11, 2024
Photo by Geralt via Pixabay Attract the Right Job or Clientele: Ask Questions for Clarity to Sell Your Perspective No one knows what a prospective client may want unless we ask, and the asking evolves into a growing Q&A session upfront. A sale is next to impossible or will never occur if we don’t know all the rationale behind the scenes.
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