The Best Time to Make a Sales Call in 2017
Karin Roberts : Tue, May 09, 2017
After the trade show event and collecting the lead in your booth you need to know when to pick up the phone and call back your lead. Here is when....
Even at a trade show event everyone knows that sales is definitely part science, but it's not rocket science. If reps adopt effective processes, it becomes much easier to prospect, qualify, and sign new buyers.Closing sometimes seems like the most mysterious of all sales activities. Some reps are great at knowing intuitively how to close a sale, and others ... not so much. With a solid procedure, you don't need good instincts to close effectively (although they'll still come in handy, of course).
This infographic from Refresh (acquired by LinkedIn) presents a five-step approach to winning deals, complete with data on why each action is necessary and effective. The next time you might be tempted to send a boilerplate email or pick up the phone without researching your prospect's industry, think again.
18 Places to Research a Prospect Before a Sales Call
Karin Roberts : Tue, Jul 25, 2017
The only way a sales rep can truly fail is by going into a call totally cold. Even in your trade show booth you need to know HOW to close a deal or...
28 Responses to the Dreaded Sales Objection "It Costs Too Much"
Karin Roberts : Thu, May 18, 2017
Price objections are common in sales even at a trade show event -- primarily because most prospects have learned pushing back on cost will get them a...