Partners in Excellence
MARCH 8, 2024
It was a life-changing experience regarding business – but not regarding sales. The only course I saw on sales (this was back 1974-76) was about strategic selling and sales management; nothing about the personal psychology of selling, which I later came to see as critical.
Braveheart Sales
NOVEMBER 12, 2020
While I was watching ESPN’s College Game Day, I heard Chris “The Bear” Fallica, who is a research producer and sports betting analyst for ESPN, make an observation about betting odds that was a revelation to me. Plan how to handle the likely objections (even if convinced the opportunity will close). Plan: Plan your calls in advance.
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Igniting Sales Transformation
DECEMBER 1, 2019
The surprising thing is that this is NOT a new revelation. Are there internal systems, processes or even management biases getting in the way of the objective too? The skills that position your sellers to achieve their quota and deal profitability objectives in year ahead. Buyer expectations keep rising. Lack of training?
Gong.io
JUNE 19, 2018
Click the banner below to get our free, printable Demo Call Cheat Sheet ): Step 9 – Objection Handling: Here’s How the Pros Do It. You’ve just done an amazing demo, so why is your buyer voicing objections? With our objection handling techniques below, you’ll handle their objections like a walk in the park.
Zoominfo
OCTOBER 19, 2022
All I remember is running around the office in celebration when one of the sales development representatives (SDRs) on my team booked their first meeting. At that moment, reveling in victory, I realized the most critical element of sales management: People. It was thrilling. We sat in a circle, passing the ball around.
Vengreso
JANUARY 13, 2023
That’s how I created The Best Sales Books list – 2023 version. The Objective Anyone of the books on my 55 Best Sales Books List should help you create more conversations, update your sales strategy for the new year, close more deals and/or help you become more successful. – HANDLE EVERY OBJECTION.
Gong.io
JUNE 19, 2018
Click the banner below to get our free, printable Demo Call Cheat Sheet ): Step 9 – Objection Handling: Clear Friction from the Sales Process. You’ve just done an amazing demo, so why is your buyer voicing objections? With our objection handling techniques below, you’ll handle their objections like a walk in the park.
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