What are your strengths and weaknesses? Have you gotten asked this question before? Professionally, we all want to utilize our strengths and work on our weaknesses. But that may not always be a good thing juggling both. Use these four tips; so you can learn the best ways to discover your strengths and what you ...
Economist Fredmund Malik said, “Results should give pleasure.” People often get distracted or confused in certain selling activities. Top performers seem to have a sixth sense about when buyers or committees aren’t going to buy and will remove them from their pipelines. B and C Players, on the other hand, get excited just because prospects ...
Adapt. This is nature’s keyword when it comes to evolution and the survival of the fittest. This is also the keyword when it comes to sales strategies. You probably hear it again and again, but it’s worth repeating: the sales process now is a completely different animal than it was before information became so readily ...
Many of today’s buyers like to do their own research and undertake a self-discovery process during the early stages of their buying journey. As a salesperson, you can utilize social selling to improve the customers’ purchase and research experience. Global research, conducted by IDC in February 2014, finds that online social networks play a vital ...
Not by the hard sell that’s for sure. When you flog a product or service at them with heavy pressure tactics, they run for cover; they don’t lean in to you with a willingness to listen, buy and refer you to others. It doesn’t have to be like that. Even the toughest customer can be ...
The importance of positive sales results in business can never be overemphasized. The business survival relies on how well salespeople are performing. This is, in fact, a pill many business people don’t like to swallow. And when you combine result oriented sales team with innovative technology, achieving sales targets become easier. You may argue it; ...
So which term grabbed you? Was it “lazy” or was it “consistently generate sales qualified leads (also known as SQLs)”? And what on earth does “lazy” have to do with “consistency”? The answer lies in a term you’ve probably heard of, but may not be using to your advantage… day-in-the-life Day-in-the-life Divides Your Sales Day ...
Let me start with a technical definition (from sciencedaily.com). Anchoring Bias – the common human tendency to rely too heavily, or “anchor,” on one trait or piece of information when making decisions. I would rephrase it this way: stop listening for just the facts; get to the motivation and not just the specifications. The anchoring ...
Global SaaS software revenues are forecasted to reach $106B in 2016, increasing 21% over projected 2015 spending levels (Forrester). It’s a great time to be at a SaaS company however, not every B2B transaction ends in a closed won. What happens after your sales executive doesn’t close that deal and it’s marked as closed lost? ...
When implementing a prospecting framework, there are many potential obstacles that companies can encounter that make it difficult for your prospects to understand your offering. Generally anytime a prospect is confused, you will drop to the bottom of their priority list. Focus can mean the difference between an inconsistent pipeline and building a scalable machine. ...
