March 18, 2020    Comment off

15 Open-Ended Sales Questions to Try

Broad, open-ended sales questions are great for helping you find out what’s going on in your prospects’ head. You want to be known for listening and understanding your prospects’ needs so open-ended sales questions are a good way to do that. Plus, open-ended sales questions really help you connect with a prospect on a more […]

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March 18, 2020    Comment off

5 Qualities of an Effective Sales Manager

Being a good sales manager is critical to the success of your team. Your own performance helps set the tone and culture within the sales team. Good sales managers are able to get their team firing on all cylinders. Here are 5 qualities you need to have to not only manage but lead your team […]

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March 18, 2020    Comment off

3 Steps to Conquer Objections

‘No’. It’s a tough one to swallow. It’s harsh, short, blunt and not what you want to hear. Especially if targets are tight and you are trying to meet your quota before the end of a quarter. However, it’s not the end of the world. The word ‘no’ doesn’t mean you should throw that prospect […]

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March 18, 2020    Comment off

Sales Burnout: How to Tell if Your Sales Team is Suffering

Sales is tough. It’s demanding, you need to be thick-skinned, and it is target-based. That can result in high-pressure environments which, inevitably, can lead to sales burnout. Here are a few things to look for if your top performers start missing targets and steps to take in creating a healthier work environment. What is sales […]

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February 12, 2020    Comment off

4 Ways to Provide Value to Customers

Businesses today have an onus on them to differentiate themselves amid the increasingly competitive industry landscape. As more and more businesses come and go in all industries, it’s never been more important to stand out from the crowd – and that applies to both prospects and current customers. The selling doesn’t stop at the close […]

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February 12, 2020    Comment off

Get A Healthy Mindset This Year

When it comes to sales, most of the information you read is about processes and techniques. However, without this one key component, your salespeople will almost certainly be underperforming. And that component is a healthy sales mindset. ‘What does that even mean?’, you might ask. Or, ‘Why is it so important?’. Read on to find […]

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February 12, 2020    Comment off

Should Salespeople Be Blogging?

Writing blogs is a perfect place for your audience to find answers to their challenges, for you to establish an authentic voice amongst the crowd of competitors, and for you to engage with your prospects and customers. Before you think, that’s not a sales job. Think again. If you want to expand and grow your […]

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February 12, 2020    Comment off

The Difference Between Sales & Marketing Qualified Leads

Most businesses have their own process of passing a lead from marketing to sales. In sales and marketing terminology, this is known as the move between MQL (marketing qualified lead) and SQL (sales qualified lead). For marketing, moving a lead to SQL is often seen as the end goal. But there is more to the […]

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sales skills

January 14, 2020    Comment off

How Sales and Marketing Can Work Together

Sales and marketing teams have always been known to have a frayed relationship at best! But there are ample benefits to be found when the two departments put their heads together and work in sync. Here are just 4 ways sales and marketing teams work together: 1. Marketing Can Warm Up Leads For Sales If […]

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sales conversions

January 14, 2020    Comment off

8 Ways to Make Every Sales Conversation Count in 2020

Some things never change — London and Seattle skies are grey, Adele reigns supreme, and England will always have better footballers than the States (you know it’s true). Business, on the other hand, is in constant flux. Continuously shifting customer expectations bring new challenges. In recent years, companies around the world have rapidly evolved their approach […]

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