Imagine walking into your office on Monday morning only to discover that after months of courting your top prospect has terminated their relationship with you. Would you throw a fit and blame your sales team? Or would you take a moment to compose yourself and then start figuring out what went wrong? While we’d all […]
Whether you’re attending a career fair, interviewing for a job, or networking with other salespeople and professionals online, your first impression is extremely important. Portraying yourself in a way that emulates you, your skills, and your passion for the field you intend to pursue is necessary for career growth and individual development. To make a […]
Closing deals is not a matter of luck, it’s about skill, perfecting your sales process, and overcoming any objections that would prevent a deal from closing. According to Steve Benson, it’s the salesperson’s primary job to uncover the real reason why people are unsure about what you are trying to sell them. He explains to […]
The traditional customer journey that has been taught for years has changed. Nowadays, customers receive more information from more sources than ever, and getting our voice heard among them is becoming harder and harder. Creating successful customer experiences is what will lead you to overall and individual sales success. Here’s how Dwayne Vera believes you […]
Zach Barney has valuable insight into the different aspects of a buyer’s psyche, and in this video he explains why understanding the mind frame of a lead can make or break your chances at eventually landing a deal with them. If you’re familiar with sales and marketing then you know that a buyer’s journey is […]
In this video course, Krish Ramineni explains that effective sales comes down to two things: your ability to be a great salesperson, and your drive to reach a large number of leads. His theory is that the more people you reach out to and follow up with, the more chances you will have to be […]
In Lauren Bailey’s video on call coaching, she explains that call coaching was recently ranked as sales leaders worse skill. She explains that the majority of call coaching that happens is informal, and many people do not have structured call coaching meetings, training sessions, or conversations. This is because sales is one of the busiest […]
A Lesson On Introductions Lauren Bailey from Factor 8 lays out some of her most useful introduction tips when making cold calls as a sales rep. It’s easy to fall into a routine of mediocre and mundane intros that often lead nowhere. Her insight below will stop that and help new and experienced sales reps […]
According to a recent study, inside salespeople spend about 62% of their day in sales technology and 33% of their time emailing for sales-related purposes. If you’re in sales, that’s 95% of your day spent looking at a computer screen. That doesn’t include the personal time spent scrolling through social media on breaks or after […]
For as long as enterprise software has been around, the default go-to-market (GTM) strategy was to create as much noise as possible to garner attention around your product and go after hand-raisers and high-fit prospects with a sales team. This is what some refer to as the volume lead-based model. Though this model is not […]