No Research? No Prospects

No Research? No Prospects

They say first impressions are everything. Yet spray and pray, numbers games and overly templatized outreach is rampant in account-based selling. With a targeted account list and complex buying groups, you can’t afford to have sales reps waste opportunities annoying potential leads with out-of-touch emails. (more…)

What did you say? 5 Steps to Better Listening

What did you say? 5 Steps to Better Listening

Retain 25 percent of what you hearListening is arguably one of the most important skills in life. And for sales reps, the ante is even higher. Understanding what prospective buyers are saying—and what they aren’t saying—makes or breaks a sales reps ability to solve problems.

But how good of listeners are we?

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