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The Best Time to Make a Sales Call in 2017
Karin Roberts : Tue, May 09, 2017
Well our answer would be : "At ANY trade show event in your booth". But not all calls happen on the trade show floor. Most salespeople are eager to...
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.
1 min read
18 Places to Research a Prospect Before a Sales Call
Karin Roberts : Tue, Jul 25, 2017
There’s no wrong way to go about researching a prospect in advance of a call. Yes, there are a few efficiencies to be gained, and some networks are...
1 min read
28 Responses to the Dreaded Sales Objection "It Costs Too Much"
Karin Roberts : Thu, May 18, 2017
Price objections are common in sales -- primarily because most prospects have learned pushing back on cost will get them a discount. That makes it...