Sales and the “new normal”: virtual prospecting during COVID-19
Many well-established businesses used to have most of their processes in person, often making the most of events and trade shows. In addition, successful enterprise teams take time to develop and train until they produce results. How does that translate to purely digital?
Sales Navigator Techniques To Know
What tactics for leveraging LinkedIn Sales Navigator do you need to know? Blended prospecting techniques are nothing new but codification of these combinations in the context of the Sales Navigator platform is required.
6 Steps For Business Development Success
Business Development is a skill that all salespeople need to have. It should be natural and organic to grow the business, find new clients, expand the offering to current clients.
Is Pre-empting An Objection, Genius Or Insanity?
Part of the sales challenge is to uncover objections, so you can try to dispel them. Raising objections on behalf of your prospects is either insanity or genius.
Why You Need Create Opportunities and Not Just Find Them
Finding new opportunities and creating them are two different outcomes. Creating new opportunities requires a different approach. If you aspire to be a trusted advisor, you need to demonstrate why and how.
Discounting Erodes Trust
Some salespeople when they feel they are not going to get the sale can get into the habit of offering discounts. When you are sold on the value, you won’t be discounting.
How to Find Sales Opportunities Within Your Network
Despite customers indicating they’re happy to help, the majority of salespeople are not turning that willingness into actual referrals. And customers aren’t the only people in our lives that would help us, if we were better at asking for help and staying top of mind.
The History of Sales Methodology – Part 1 (1900 -1950s)
The History of Sales Methodologies – the sales profession is one of the oldest ones but where did it all start? Part 1 covers the 1900s -1950s.
How To Sell More Without Social Media?
Recently I found that there has been a change in the way many are approaching 'LinkedIn'. Have you noticed it? It's like a disease — mindless, endless connection requests of no value.
Are You Selling To The Decision Maker?
The focus of your efforts is about being the authority, being prepared and being professional the whole way through – not just pushing to meet with the ‘person behind’.
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