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Will Salespeople Travel or Continue to Work Remotely in 2022?

Understanding the Sales Force

My first attempt to understand how 2022 might look was to survey Objective Management Group's Partners (sales development experts that provide OMG's assessments to their clients). Among other topics, we asked them two questions about travel and in-person training and here is what they had to say:

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B2B Sales and Time Travel

The Pipeline

If you can’t master B2B sales and time travel, you may as well learn to serve gravy for them fries. What is B2B sales time travel? Which is why we need to be able to travel across time. They are not in a hurry; they are driven by objectives, often aspirational, not time, they have no shortage of that. Register here.

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Aligning Customer Objections to the Buying Process

SBI Growth

One of the biggest problems for sales reps is customer objections. In this article I will address an alternative way to look at objection handling – from the point of view of the buyer. Talented sales reps will use this customer insight to expertly handle customer objections. Understanding Customer Objections.

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The First Sales Objections Suggests What?

Increase Sales

Sales objections happen every day from the smallest ones to the largest of the largest ones. Travel back to the first sales objection in your most recently “earned” sale. Yet upon further reflection, I have come to realize the first sales objections suggest my marketing was not effective. Share on Facebook.

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10 Unfavorable Selling Conditions That Prevent Sales Success

Understanding the Sales Force

College baseball is in full swing and my wife and I watched our son and his college team play eight games over the past 10 days as they traveled from Orlando, FL, to Saratoga Springs, NY. While one of the sales lessons from this trip comes from baseball, the actual travel generated the other two sales lessons.

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Selling at the Speed of Light

The Center for Sales Strategy

In the sales process, some prospects are traveling toward you; others are traveling away. It would seem that we should just pitch and close the ones that are traveling quickly toward us, right? Steve’s advice would be that it should take no longer and no shorter than we need to accomplish our objective.

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A Christmas Gift for You

Mr. Inside Sales

While you’re all on the final push to make your year-end numbers (or December quotas), and while you’re all getting ready for the holidays—getting gifts for family members and arranging travel and holiday parties, etc.—I Overcoming blow off objections like, “Just email me something”. Getting screened out by the gatekeeper.