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All That’s Changed Is Their Objectives

The Pipeline

While the world around us has indeed altered, our reaction can and should, extend from our current sales approach and process. It’s all good, all that’s changed is their objectives. For me and my clients it has always been about helping clients achieve their Objectives , and the impacts they deliver. Trickle Down.

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A Critical Mistake In Handle Prospecting Objections

The Pipeline

Just the anticipation of being rejected crushes egos and opportunities to boot; sellers become so paralyzed by the thought of the objection, they fail to deal with it properly when it comes, and it always comes. Take it as an objective, and you get defensive and lose. This requires you play offence on your field, not defense on theirs.

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Have You Asked Yourself That?

The Pipeline

Questions, specifically in sales, are like burgers, some are surprisingly satisfying, exceeding expectations, others leave underwhelmed, asking yourself why you bothered, again? But for most B2B sales, it has to be tied to business objectives. My SME commentary and view of that. By Tibor Shanto. they don’t.

SME 225
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Curiosity Is A Way Of Life

The Pipeline

And the one thing in abundance in B2B sales, is talk, often just for the sake of talk, not communication. Curiosity is not a sales skill; curiosity is a way of life. The more curious you are about their objectives and how they may achieve them, the more you can get the prospect to think. By Tibor Shanto. Curiously Different.

SME 391
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Stop Selling Like You’re In Stockholm

The Pipeline

So, how does this apply to sales? It dominates and rules every conversation, casting a shadow over every sales conversation you have. If you want to be successful in B2B sales, you gotta stop selling like you’re in Stockholm. Most salespeople see their product as a security blanket, not as a potential deterrent to sales success.

SME 299
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Organizing and Putting Structure to a Sales Team

Sales and Marketing Management

Author: David Bernard The organization of a sales team is always relevant no matter what size a business is, whether a start-up, an SME or a Fortune 500 company. This includes assessing the organization’s sales setup quarterly in order to make adjustments depending on employees’ skill sets and sales performance.

SME 197
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5 Sales Enablement Priorities for Transformational CMOs

Allego

Tapping into the Power of Sales Enablement. Equipping sellers with the content, tools, knowledge, skills and coaching required to optimize buyer interactions—known as sales enablement —is essential. 5 Transformative Sales Enablement Priorities. 5 Transformative Sales Enablement Priorities. 1 Sales Content Management.