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…)
Listening 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?
Sales teams have long been taught to focus on finding their champions, influencers and decisions makers. That’s why they read Challenger and other methodologies to help them learn to identify and engage the right people, in the best way and at the ideal timing.
Forecasts are notorious for guesswork and being difficult to predict accurately.
Why do some sales reps love fast cars? So they can speed quickly away from frustrating meetings with their manager.
Being buyer-centric isn’t always natural to Sales. After all, Sales is working towards its own goals with defined processes and systems. So how can Sales find balance between their own needs and their buyers? Let’s take a look. (more…)