Throughout my tenure in sales, whether as an individual contributor or sales manager, I’ve never had a commercial engagement in which there wasn’t some sort of objection that needed to be handled to close the deal.
Though every company has its own approach to sales, the fundamental building blocks of the process are more or less the same across the spectrum.
If you think about it, asking a random professional for advice or help should never work. After all, you want them to give up precious time in their day to share their hard-earned wisdom and experience with a stranger -- and a salesperson, no less.
As a salesperson, it’s your job to advise prospects on the ways your offering is uniquely positioned to address their unique needs.
There is a new powerful sales technique which has attracted the attention of many sales representatives and that is video marketing.
Our good friends at Spotio, a leader in field sales enablement, recently surveyed no less than 492 US-based professionals in both inside and outside sales roles to uncover their biggest technology challenges and opportunities.
I didn't think I'd buy, and yet, I did. Not because the product was bad or anything, but because I didn't see the true value in it.
To understand what lead generation is, you might want to ask yourself: What’s the first thing you do when you need to buy something?
For many sellers, the traditional strategy of focusing on a single decision maker at a target company no longer works to win deals.