A lot has changed in the sales world in the last 13 years. Inside sales, inbound, outbound, Account Based Marketing, lead generation, buyers journey, etc. are just a few of the new terms that have penetrated our sales vernacular. Therefore with all the changes,...
Here’s the deal. When you’re prospecting, leads can be demanding, They will ask for a lot, but it doesn’t mean you have to say yes every time. Can you tell your customer or prospect no? You better. When a prospect says; “Just send...
There always seems to be lots of ideas and discussion around what great salespeople do. I think it’s just human nature to evaluate success and emulate it. We take inventory of what the successful are doing and we copy it. I’m just as guilty, as I’ve...
The Problem with Traditional Sales Training for Cyber Security & Insurance When it comes to problem-centric sales training for cyber security and insurance, traditional sales training methods and companies fall flat. They borrow a few terms like pain, problem,...
You are not the customer’s bitch. You are a great sales person. A great sales person isn’t a go-fer, they are keenly in-tune to a customer’s problems and how to solve them. A great sales person doesn’t pester the customer with pitches...
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