Does a corporate prospect purchase a product because they are thrilled with the features and functions of a product that your team has demonstrated? Is it because they have an immediate need to fix a problem? Or maybe an executive needs to accomplish a strategic goal this year? It could...
Are you performing your web sales presentations as those previous to the pandemic? If so, you are not taking advantage of the technology or compensating for the disadvantages. I spoke with a salesperson recently who said she is finding it difficult to monitor buying signals now that she cannot see...
When I ask salespeople who their number 1 competitor the response is usually the name of another company that they often face in the marketplace. But, THEY ARE WRONG! The real competitor in most B2B sales situations today, the one you need to worry about and the toughest to beat, –...
Objections are the single most valuable tool in a smart salesperson’s toolbox because they provide incredibly valuable insights...
Objections are the single most valuable tool in a smart salesperson’s toolbox because they provide incredibly valuable insights...
Maybe once you worked with the buying team for many months. You had access to the “key decision maker”. You received positive feedback about your offering being a good fit for the prospect’s needs. You mutually determined a favorable return on investment which indicates that the solution will bring clear...